Jeffery Gitomer is one of the sales training gurus that I follow.  He's been at it for over 30 years, and has a lot to offer. 

One of his articles caught my attention recently.  He says that those of us in sales often do not ask the right questions.  He considers these to be "pathetic":

• What are you using now?
• When does your contract expire?
• Can I place a bid?
• What kind of budget to you have?
• What do I have to do to earn your business?

In contrast, asking power questions will make your prospect think in new ways. 

• What would you do if you lost two of your top ten customers?
• What is your plan to keep them loyal?
• What you ask sets the tone and the perception for the buyers.
• What you ask determines the response.
• What you ask makes or breaks the sale.
• Your questions are a critical factor in the way customers perceive you.

You can find the full article here:
​http://www.gitomer.com/articles/ArchiveColumnPrint.html?key=ajcdMibak3MdcjEQZJ5CQA%3D%3D

Stephen Covey identified seven habits of highly effective people.  In his book of the same title, Covey describes the second habit as "Begin With The End In Mind." Covey takes us through an exercise in that chapter of imagining what it would be like to attend your own funeral. If you could witness what people say about you after you're gone, are they going to say what you want to hear? 

Covey asserts that by keeping the end point in mind, you can begin shaping your direction now. Nurture the relationships that matter to you. Make a positive impact on this world every chance you have.  We never know when that chance will be over.