Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

RULE 34 Ask “How” and “Why” Questions

Eileen, a recently hired personnel director, was frustrated. “These job applicants are all lying to me!”

I asked her what she meant. It turned out that, during her discussions with applicants, she would ask questions like “Have you got experience in evaluating vendors?” The candidate would offer an answer in the affirmative, and Eileen would ask a follow-up question that the person seemed to handle well. Eileen would then duly schedule the person for a second interview with a manager at the firm. Only then would it become clear that the applicant was taking a half-ounce worth of experience and passing it off as a 10-pound qualification. Now Eileen wanted to know what she could do to match people with opportunities ...