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- They need to be liked so they won't ask a question if they think the prospect will get upset with them for asking.
- Good questioning requires good listening skills and the only thing most salespeople are good at listening to is the sound of their own voice.
- Most salespeople have never been trained or coached to sell consultatively.
- Most salespeople are best at presenting and just can't wait long enough for the opportunity to present.
Here is one more good article on consultative selling.
If you still have an appetite for more reading on the subject, here is another good one.