Questions are the key to every deal in your life. Questions reveal problems, and people buy to solve problems. Your job in sales is to figure out what those problems are. You don’t want the customer feel like they are being interrogated, but you need to be a detective so that you can put together pieces of information. Questions give you the ammunition you need to actually get a deal done. 1. Always focus on previous purchases/experiences 2. Questions should never be irrelevant 3. Always get answers to your questions. Far too often a salesperson will go down a path of determining a client's needs and never get an answer. You must get your questions answered even when the customer appears closed off and resistant to providing information. Asking questions is NOT control. Getting answers will allow you to control the sales cycle.