I am reading Power Questions by Andrew Sobel and Jerold Panas. If you are a regular reader you know I recommend all of Andrew Sobel’s books and I recommend you subscribe to his blog, The Business of Relationships.

In the very first chapter the authors asked a CEO:

What most impresses you when you meet someone who is trying to win your business?

I can always tell how experienced and insightful a prospective consultant, banker or lawyer is by the quality of their questions and how intently they listen. That’s how simple it is.

Yes, that’s how simple it is. Are you asking what your potential clients would think are quality questions (demonstrating you know their industry and their business as well as the law) and are you listening intently, or are you doing the talking about you and your firm?