Sales Advice: Ask Questions

Nothing conveys interest more than questions.

When you're on a date, do you enjoy the date more when the other person talks only about himself/herself? Or, when they ask you questions about your life, work, opinions, etc.?

When you're selling, ask about their business. How did you get started? What are your strong points? What challenges do you face? How did you come to be successful? Who are your competitors? Why are you better? What do you look for when you hire? Where is your business going?

Questions have two effects. First, when answered, questions give you tons of useful information. Second, they build trust by conveying interest.

By the way, questions have to be authentic. If it isn't authentic, it is patronizing, so don't ask.

The real question is, are you curious about and interested in the people with whom you do business? If not, maybe this isn't the business for you.