Born to Run (with Questions)

The book “Born to Run” by Chris McDougall was released in 2009.

One of the fascinating cultural insights he shares regards the Tarahumara tribe in Mexico.  Also known as the “Running People”.

Besides being some of the world’s best marathoners and ultra-marathoners, this tribe considers asking direct questions as intrusive and aggressive. The Tarahumara tend to wait, observe and let the answers emerge naturally.  Any direct questions are usually framed indirectly.

In our modern society and work lives, we are pushed to get answers more quickly. As sales professionals, we seek information and context (what is “reason” behind the information being related).

We must understand the prospect, our client, or our contact may not want to share some aspect of information or be completely forthcoming. We can’t treat our conversation like a transaction. Protect them and the information you receive will improve.