Higher-performing sales representatives ask more questions–often more than twice as many.” But, these salespeople don’t ask questions that focus solely on data. They want to know what the implications are. I have personally found that the questions I ask are not about the product. The client got what you are selling your first time around. Don’t drone on. This client has something to say. What is it? They have a Zen garden at home? You learn to love the Zen garden quickly and ask more.