Arguably the most important thing a salesperson can do is ask their client questions. It can be very easy to talk about yourself or the product you are selling, however, that is not a productive way to sell a product. It is very important for a salesperson to ask many, very good questions of their client so that they can find the true pain point. Asking question can be very beneficial for many different reasons. First, it gives the client a sense of genuineness that would not be there if the salesperson only talks about himself. Second, it gives the salesperson the power to control the conversation. Whoever is asking questions is the one that is driving the conversation. As the driver of the conversation, a salesperson is more easily able to access meaningful information from their client.
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