Behind-the-scenes advice for busy solo professionals courtesy of Michael Katz, Blue Penguin Development

went to see a doctor for a problem I’ve been having with my knee (don’t ask).

I was impressed with how many questions he asked before diagnosing it, let alone suggesting treatment.

Where exactly does it hurt? How long have you had pain? Has the pain stayed the same over time? Does it hurt when I do this? How about this?

Effective selling works the same way.

We’re all eager to offer our “proven solution.” But before you do, try asking questions – lots and lots of them.

Not only does asking questions demonstrate an ability to listen (other humans like that), it reveals more about your expertise than does talking about yourself.