It goes without saying that asking questions is crucial to an effective sales process. Much has been written about the importance of questions, and there’s a ton of advice out there about the types of questions you should ask and how to ask them. You can even find lists of questions to ask. Books, like SPIN Selling, have been written on the sole topic of asking questions. (Good) Sales managers (and sales trainers) spend an inordinate amount of time working with their salespeople on asking...
