I found these words of wisdom in Jeffrey Gitomer's "Little Red Book of Selling":

Ask the wrong questions. Get the wrong answers. The most important aspect of making a sale - is also a major weakness of every salesperson. Here are 9.5 benefits to make sales by:
1. Qualify the buyer.
2. Establish rapport.
3. Create prospect disparity.
4. Eliminate or differentiate from the competition.
5. Build credibility.
6. Know the customer and their business.
7. Identify needs.
8. Find hot buttons.
9. Get personal information.
9.5 Close the sale.

Great advice from the guru of selling!

Pierre Cutler
The Sacramento Executive