Sales is a noisy and confusing environment. Success can be elusive if you take your eyes off the ball - and there's so many to chase. Objection handling is a critical skill.
When asked by Gallup which professions are most trustworthy, people said: nurses, pharmacists, doctors, teachers, police officers, and clergy. The least trustworthy were: telemarketers, car salesmen, advertisers, congressmen, and stockbrokers.
It's no stretch to deduce that salespeople are not widely trusted. This is ironic, since building trust is how great salespeople work, especially in the B2B software field where so many intangible factors are at play.
The sales guru Zig Ziglar once said "People don't care how much you know until they know how much you care." He meant that you've got to understand people before you can influence them.
The best way to understand someone is to ask questions. But are there some questions that are more successful in selling situations?