For as long as people have been training others to sell, one precept of effective selling has stood out as an inviolate principle: questions are the key to success for salespeople. I don’t think I’ve ever attended a sales training workshop or read a book addressing sales that didn’t put the ability to ask effective questions at (or at least near) the top of the keys to success. This post is certainly not going to take issue with the principle of effective questions, but rather the nature of,...
