Asking Questions is the Method of Navigation

The primary key to staying in control is to ask questions. Whoever is asking questions is by inference leading, directing, shaping. If at any moment in any phase, you feel that control is slipping from your grasp, make a statement, ask a question, and you are easily back in control. Asking questions is the only way you can find out what, other than price, is really important to this individual or company. In a free market economy there are only two pivotal points around which a deal is ultimately agreed: 1) price; 2) the benefit, advantage or gain that your counterpart could experience as a result of agreeing the terms.

Asking appropriate questions is the only way you can uncover what your counterpart feels, needs or wants in the area of benefit, advantage or gain. To put it another way, the questions you ask and the resultant answers demonstrate the criteria by which your counterpart will evaluate your proposal or bargaining process.

Asking intelligent questions implies that you will have competent solutions or answers. Asking questions is the only way that you can express interest in your counterpart's goals, needs, objectives and aspirations. Asking questions will give you information that others do not have, information that will build your authority and give you the edge.