Lots of sales calls. Tons of 'em. By myself. Tag-teaming. Coaching a rep. Been there before the doors opened. Stayed after the doors were locked. While eating and watching others eat. Given half a minute and half a day to state my case. At a desk. In a conference room. Next to screaming kids a McDonalds. With people in charge of millions of dollars. For people with no sense at all (nice pun, right?). Needing to hit quota or to wrap up a killer year. I been in them all.
What's the one thing I experience in nearly every successful sales call? Responsive questioning.
Responsive questioning is the ability to listen and think at the same time. It's the acquisition and assimilation of information. It taking the tool being handed to you and building something with it.
Go try it on your wife about her day, on your kids about school, on a friend about the game last weekend. Ask a question, really listen, then use the answer to formulate a great question to gain more insight. Do it again. And again. You'll be amazed at how deep you can dig, how much honesty you'll uncover, and how simple what to do next will be.