You’ve probably heard that being a good listener is the key to being successful in sales. While I agree that it’s essential, I’m here to tell you that your ability to ask good sales questions is even more important.
Why is that? Let me give you a little bit of scientific fact. Your brain is unable to do two things simultaneously. It can either listen OR it can formulate questions to ask. Not both. Just one. So if you’re just listening, that’s nice and clearly your prospect is being heard.
But if you’re not asking the right questions, all you’re going to get is gobbledygook. Meaningless drivel that builds relationships, but doesn’t advance the sales process.