In order to sell, it is not enough to ask questions, you have to adapt a stage of the sales process that is very fundamental. 80% of success is in the intelligence and relevance of the questions you ask your customers; not, as we often think, in the quality of your argument.
The first step in the questions we ask is what we call discovery questions. These are not open questions or closed ones. It is necessary to have extremely wide angle questions to understand the issues of the interlocutor or the company in a case of B to B. It is important not to mix issues, objectives and means.
There are three typologies of big questions:
This allows you to move slowly towards the solution that you will be able to sell intelligently and to even become the magic wand yourself.