If you want to develop your business acumen (link), your situational knowledge and your ability to create value for your clients and your dream clients, you need to become intellectually curious.
Source: The Sales Blog, July 17, 2019. Link. At some point, I realized that creating greater value for my clients meant learning more about their business. I started to ask a different set of questions designed to obtain a real understanding of how their business worked, how they thought about their business and the competitive landscape, and how I might be more helpful to them.
INSIGHTS: Always ask about the consequences to the client of inaction or action. If there are no consequences to inaction, there is no need to change and no sale. Asking about the consequences of acting can prevent you from making the sale but also making the problem worse.