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Don't Tell Me "It's a Great Question"

You're going through a sales presentation when someone poses a question. What do you do? If you're like a lot of sales professionals, you'll have a tendency to say, "Great question." before responding.

Don't.

Saying, "That's a great question" sets you up for trouble.

Here are three reasons why...

Just respond. Don't comment

1. If someone else asks a question later and you forget to say, "Great question," you run the risk of making them feel less-than-intelligent.

2. People who ask questions often believe they are worthwhile questions. That's why they ask them. They don't need you to tell them how you feel about their question.

3. Other people in your audience might not think whatever is posed is a "Great question."

In short, saying, "Great question" is not always the smartest move you can make. So just don't do it.

Do you agree? Or am I off target here?

- @JebBrooks