By now no one will argue that questions are the instrument of choice among sales “Artisans”.  They get the customer to think, they help you to mutually define requirements and value, and ultimately drive the impact you need to close the deal.  When it comes to fully engaging with a buyer, questions are indeed the way to go.  But while the buyer is the focus of the sale, there are other participants in the play who can impact the outcome who also need to be managed, not the least of these are your competitors. Read more at...http://www.soldlab.com/land-mine-questions/