Salespeople are always looking for more sales techniques, when all they need is more friends. If you ask smart questions they think you're smart. I'll bet they're dumb. What you're really saying is that by your questions, you led the customer down the price path. Your ideas get you listened to.
Ideas generate interest and sincere exchange.
It shows the prospect you did your homework. Ideas earn respect. Most salespeople walk in the door with literature and samples. That's the last thing the prospect wants. They throw away your brochure the minute you leave.