As sales people, our job is not to disseminate information; it’s to get our customers to think. Because only by thinking will they change their behavior—which is the goal of each sales interaction.
In other words, every time you meet with a customer, you are making the case that they need to change what they are currently doing or using. You can’t get them to even consider making a change unless you can get them to think. And I know of no better way to do that than by asking great questions. Read more