Follow-up A Great Question With Dead Silence!
Ask a great question and just listen. Don't fall into the temptation of answering your own question or guessing at the answer. As an example... Let's say you are taking a consultative approach to employee development. Here is what I mean about asking a question, and then just before the client responds... you start guessing at the answer. "What are your current employee development initiatives? " one second... two seconds... of "uncomfortable" silence... and then you jump right back in with, "Are you focused on building a bench? ... or on retention? ... or are you developing a leadership program? ...
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