During my one-on-one and group sales training sessions with staff, I can usually predict which salesperson is the top performer on the team and which salesperson is struggling.
What do I look for? I look at who is ‘taking notes’ and who isn’t. In every business meeting, the client will engage you with some form of questioning.
The real gold is in the questions that they ask. If it’s important enough for your clients to ask, then it’s important enough for you to make a note of it and explore the question further.
When a client asks you a question, it’s often their way of dropping cookie crumbs. Cookie crumbs that lead to the big crunchy cookie (i.e. what is really on their minds!)