Don’t Tell Me “It’s a Great Question”


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You’re going through a sales presentation when someone poses a question. What do you do? If you’re like a lot of sales professionals, you’ll have a tendency to say, “Great question.” before responding.


Saying, “That’s a great question” sets you up for trouble.

Here are three reasons why…

1. If someone else asks a question later and you forget to say, “Great question,” you run the risk of making them feel less-than-intelligent.

2. People who ask questions often believe they are worthwhile questions. That’s why they ask them. They don’t need you to tell them how you feel about their question.

3. Other people in your audience might not think whatever is posed is a “Great question.”

In short, saying, “Great question” is not always the smartest move you can make. So just don’t do it.

Do you agree? Or am I off target here?


Republished with author's permission from original post.

Jeb Brooks
Jeb Brooks is Executive Vice President of the The Brooks Group, one of the world's Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on sales and sales management issues, having appeared in numerous publications including the Wall Street Journal. Jeb authored the second edition of the book "Perfect Phrases for the Sales Call" and writes for The Brooks Group's popular Sales Blog.


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