I absolutely love this.

I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person.

. . . the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just ignore) much of what is going on around us at anytime. We operate on autopilot — which can help us save mental energy, allow us to multi-task, and enable us to get through the daily grind.

But when we want to shake things up and instigate change it’s necesssary to break free of familiar thought patterns and easy assumptions. We have to veer off the nearual path. And we do this, in large part, by questioning.