When you engage a prospect during the earliest stages of the business relationship, do you ask manipulative, long-winded “qualifying” questions? Or do you ask simple “do-based” questions that help you to gauge whether you should even be talking to this person? There is a difference. Here’s an example of what a typical “qualifying question” sounds like, according to one supposed “expert” in sales training whose counsel I found on-line: “Would you like some information about our company and what we do?” Here’s another ...