Great salespeople ask great questions, and they have a questioning strategy that flows.

Knowing what question to ask next relies on many things. These will include your clarity on the objective of the meeting, your knowledge of the customer and their business, your product knowledge, your business acumen, your listening skills, your ability to stay focussed on your customer, and knowing what to do next – your sales process.

If you’re finding you don’t know what to ask next, then figure out why. Consider where your weaknesses lies and commit half an hour a day to improvement. You will soon be seeing the rewards.