There’s an old African saying: “No one is without knowledge except him who asks no questions.” In my mind, this is a no brainer. I think we’d be hard pressed to find someone who was great at selling who didn’t know how to ask great questions.
Great questions lead to great answers—which leads to gaining insight about what our customers are thinking, what their values are, what they are passionate about, what issues and challenges they are struggling with, how they feel about our product, etc. You get the idea. Read more