Book excerpt: Learn the powerful questions to ask that separate the mediocre salespeople from the superstars. A good question is a salesperson’s most powerful tool, one that can be used in every stage of the sales process, from making appointments to closing the sale. Yet, most salespeople are ill-equipped to use this tool effectively. As a result, they deal with price issues, and wonder why the customer purchased from someone else. Question Your Way to Sales Success will transform the way you think and operate by offering specific, practical advice on how to ask better sales questions. A powerfully asked question . . . •Collects deeper and more detailed information about your customer •Makes your customer think about what you want him or her to think about •Creates the perception of your competence in your customer’s mind •Gains agreement from your customer—and clinches the deal