The Second Question Is the Most Important!! — Law #13
Unfortunately, many times the first question is asked in hope that there will be no need for the second question.
A hands-on executive or director needs to ask the second and third questions, if necessary, to prevent surprises.
A person in trouble may give an answer to just make you go away. If when you scratch the surface, you get more surface, you will probably have a problem.
Many managers do not want to hear the answers, so they avoid the questions altogether.
Basically, if a sales person never asks important questions, such as, “Can I have a purchase order?” you may never get one.
Perhaps the most important question is “why?”