Really good questions are prepared in writing and practiced into a tape recorder. U is for upside down selling. There are too many things that salespeople do instinctively. They sell features instead of explaining value . They prefer talking to listening.
Salespeople usually make mental notes instead of taking written notes.
And they prefer improvising to preparing. If we all relied exclusively on our instincts, we'd all do and say the same things. Do year-round spring cleaning. Shake up your thinking continuously . Then do it better.