Every now and again clients want to pose questions to their prospects; questions such as, “Is your data really secure?” or “Is your financial software ready for the new millennium?”
Today on NPR’s Forum, author Daniel Pink talked about his new book, To Sell Is Human: The Surprising truth about moving others. Pink says it’s okay to ask a question when the facts are on your side. Here is a brief segment where he explains. 
However, it cannot be emphasized enough that the perception of the facts must be on your side, regardless of the actual situation.
Pink’s advice differs slightly from the advice I give clients, which is “Don’t ask a question you don’t want to know the answer to.”
