AKA: Tell me about YOU, What’s your story?
Description: This is not bragging — rather it is the opposite of “small talk”. These are big, open-ended questions that give him the opportunity to talk about his business philosophy, where he sees the industry going, how his business differentiates itself from the rest of the market, etc. Should be very low pressure — just move the conversation to serious but non-sensitive issues. It gets him used to talking, and allows you to subtly take control of the direction of meeting.
Sample usage (Alvin and Bob): “Where do you see yourself in 5 years?” Bob asked Alvin and sat back in the seat. This was one of his standard questions at the beginning of a negotiation.
“Running 3 major project teams, building a new navigation architecture for IoT devices, and opening a new branch in Seoul — or maybe Beijing.” Alvin stopped.
“Ok. Why Seoul?” Bob had no interest in setting up a branch in Seoul – but he was extremely interested in hearing Alvin’s reasons for wanting to do so…
Intent: Big Talk is a relationship builder that is designed to move the conversation where you want it to go.