See exactly what causes cold callers to fail before
they even have a chance of success, AND what you should
do instead. 
Question for What Makes Them “Special”
By Art Sobczak on Dec 13, 2008 in Questioning, Sales Vocabulary
One magazine that I read every month is Men’s Health. In addition to the great exercise, nutrition, and style information, there’s always good stuff about communication. One recent article focused on the fine art of conversation.
The author, a college professor shared the story of how the students’ final exam grade in the nonfiction-writing class he taught was totally based on a two-hour, full-class, Q&A session with a 92-year old man. They knew nothing about the man.
After 15 minutes of basic, boring questions (“Where do you live?, What do you do for a living?) one exasperated student blurted out,
“Just what makes you so special?”
That’s when the magic started.
He is in the Guinness Book for the world’s longest-serving bartender, having served his first drink at midnight, April 7, 1933, the moment Prohibition ended. The incisive questions and fascinating answers came fast and furiously after that.
A major point here is that there is something special about everyone and everything. Think of “special” questions you might ask to gain deeper knowledge about your prospects and customers.
