You do it all the time.
When online, if you make me fill out anything more than my name and email address just so I can just learn more about your company or your product; then you believe that interrogation is a sales strategy. And I will summarily go sign up for somebody else’s Webinar at their website and grow their business instead of yours.
When at the do it yourself superstor you ask me (after I politely ask you where something is…) questions like “If you were going to remodel your garage or your kitchen, which one would it be?” and without even taking another breath add, “And if it was the kitchen, would you have to move the stove or the sink?”; then you believe that interrogation is a sales strategy. And the next time, when I need drywall screws or darned near anything else, I will go somewhere else. (His name was Steve and I kind of feel bad he was trained like that- seemed like a nice kid.)
When I call to order more business cards and you pepper me with six questions about my small business without so much as offering an ounce of proof that you even understand small business; then you believe that interrogation is a sales strategy. And I will not buy another product from you.
Interrogation can be many things, but it is decidedly not, a sales strategy.
Till next time,
Grow The Business.