I believe superior salespeople are curious and ask questions more often than they make statements. They avoid control questions that elicit short responses and therefore don’t facilitate conversations.
Instead they prefer to ask framing questions such as, “How do you create revenue forecasts today?” These questions usually begin with the word “how” and elicit lengthy answers about areas the seller wants to explore.
When calling at executive levels I suggest you try to avoid asking questions they can’t answer.
Many senior executives will seize opportunities to delegate salespeople to lower staff. Their response is usually something like: