The importance of asking questions in selling is, well, unquestionable. Much (some may say too much) has been written about the what's, how's and why's of asking questions in sales. What has not received much attention, however, is the importance of assessing what level of information salespeople learn from the questions they ask. In my experience, there are three levels of information (or knowledge) that salespeople get from asking their questions. The deeper you get, the more valuable the...
