Every day, salespeople receive gobs of well-intentioned advice, including:
 
“Shut up and listen!”
 
“Being interested is more important than being interesting.”
 
"Telling is not selling."
 
“The Right Sales Questions Will Get the Right Answers.”
 
But simply asking questions and listening won’t solve our most vexing sales challenges. If only it were that easy. Probing questions followed by patient listening as the magic keys to sales success. But here’s a plain fact that many people ignore: Conversations carry questions. And sales questions minus conversation equals interrogation. I know. When it comes to conversational rapport, some sales meetings go better than others.
 
Read the entire CustomerThink article.