To Get Good Answers You Need Good Questions 147
Watch out for interrogation. Firing question after question
without any self-disclosure is an intimidation tactic and not a
PowerPhrase.
While asking questions to balance an out-of-balance con-
versation is appropriate, asking questions to control a conversa-
tion is inappropriate. Sales professionals know they can control
an entire conversation with questions. The sales profession is
developing into a service profession and the industry has woken
up to the fact that manipulation can work in the short-run but
doesn’t build relationships in the long-run. PowerPhrases are
about long-term effectiveness.