There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need. For example, some salespeople cringe at asking “Who is going to need to approve and sign off this initiative?” To the client, they’re afraid, these words sound like, “I know you have no authority to make this decision and I need to know who is going to sign my contract.”
