The harder you push, the harder your prospects and customers will tend to push back.
In high school physics, we learned that for every action, there’s an equal and opposite reaction. In sales, pushing harder and harder increases customer resistance and causes decision makers to be even more standoffish. Of course, this is the opposite of what we are trying to accomplish.
Consequently, Question Based Selling is not just about asking questions. If you want to be effective in selling, it’s more important to know how to cause potential customers to want to share information with you.
Put it this way: If someone doesn’t ‘want to’ share with you, it doesn’t matter what questions you try to ask.