Once upon a time, there was a bus driver who took great pride in owning and operating his own bus. His earnings were steadily increasing, and he was content with his life. However, his tranquility was shattered one fateful day when a burly weightlifter boarded the bus and boomed in a commanding voice, “Big John doesn’t pay for the ride.” Intimidated by the man’s imposing physique, the driver remained silent. This scenario began to repeat itself every other day, causing great distress to the driver, who resolved to find a solution.

Determined to confront the situation, the driver started going to the gym regularly for the next two months. He aimed to build enough strength to face the formidable Big John. Finally, the day arrived when the weightlifter boarded the bus again and proclaimed, “Big John doesn’t pay for the ride.” Summoning all his courage, the driver asked, “Why?” The weightlifter replied, “Because Big John has a bus pass.” This tale holds a valuable lesson for us.

In our daily lives, we often assume that others perceive things as we do. However, this assumption is frequently inaccurate. This concept is especially relevant in sales, an area many individuals find daunting. When we approach a customer and hear the response, “I will think about it and let you know,” we tend to retreat into our own thoughts and make unfounded assumptions. We might believe that the customer lacks interest or already possesses a similar product. This mindset can be a major impediment.

Yet, we possess an incredibly powerful tool to overcome such obstacles: questions. Questions have the ability to uncover the solutions to any problem in the world. They are the most potent means of problem-solving at our disposal. Consider a scenario where a boss encounters an underperforming employee. The boss might succumb to frustration and unleash his anger upon the employee, resulting in demoralization or a negative mindset. Alternatively, the boss could choose to ask the employee about the reasons behind their subpar performance. A series of questions, such as “Do you require any assistance from me? I’m always available,” or “Are there any other issues hindering your performance?” can make a significant impact without expending unnecessary energy or becoming overly reactive.

By maintaining a calm mind and considering the other person’s perspective, we can formulate insightful questions that will help us solve any problem we encounter. This approach encourages empathy and understanding, enabling us to delve deeper into the core issues at hand. Remember, questions possess immense power—they hold the key to unlocking solutions and overcoming challenges in our lives.