Most people think that to control the conversation or a sales presentation, they need to be the ones with the mic.
But that doesn’t seem to be true.
Think about it, who controls the conversation, the one who asks the questions or the ones who’s doing all the talking?
What better way to control the conversation than by asking them questions?
Asking questions with intent steers the conversation exactly where you want it to go.
Maybe try questions like “What do you like about your current provider?” “What do you not like?”
This will help build rapport.
It will also help you build better relationships.