Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is, how do you compete for this customer’s business?

How do you know the right way to sell a customer? You ask.

For instance, you need to know when to time your sales calls, who to call on, what to present to each individual or group who will influence the buying decision, and how the decision ultimately will be made. How do you learn all of this? By asking questions early in the game…