BizSugar.com › Sales › Why Questions Are A Sales Person's Best Tool--It's Not Because Of The Answers

Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader’s Best Friend. It inspired this post–it’s been something I’ve spoken about often, but never written about.

Much has been written about questioning and it’s importance, particularly in the discovery phase of the sales process. It’s through effective questioning that we determine what the customer is trying to achieve, why, what they are looking for, how they will evaluate alternatives, and how they will make a decision. Sales people are eager to get the answers to their questions because it tells them what they need to do to win the business.