Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! We are ready to solve this problem once and for all," questions are what drive a sales process forward.
Unfortunately, most people hesitate to ask the tough questions that challenge a prospect to think critically and differently about their situation and help a prospect visualize a better outcome or a surer path to their end goal. Why? Because these same questions challenge the status quo, piss off change-resistant influencers and potentially offend decision makers. read the rest here