Tips how to avoid upsetting prospects:
Tip #1: Avoid the word “why.” When we did something wrong as children, our parents immediately put us on the defensive by asking, “WHY did you do this?”
The word “why” brings back guilty feelings from our prospect’s past. Try asking the question without the word “why.
Tip #2: Instead – Start the question with the phrase, “I’m just curious.” This softens the question, so it doesn’t feel like an interrogation.
An example? “I’m just curious, how long have you been thinking about working from home?”
This tip from Tom ‘Big Al’ Schreiter