In his book, Selling 101 by Zig ziglar, he says that you don't persuade by telling, you persuade by asking.
A lot of people try to persuade others by convincing them of their way of thinking. This makes them tell the other person a lot of things that they don't need to know. Instead, one should ask more questions and listen to the answers.
Professional Sales people.
Professional sales people ask more questions to discover the needs of their prospective clients before trying to sell their products or services to them. Just like a doctor has to examine the patient before prescribing a course of treatment . They don't jump into the details of how their product or service is superior than others.
Professional sales people examine their prospects to discover exactly what they need and then provide a suitable solution. They are master listeners.
The Art of Asking Good Questions.
The person who asks most questions in a conversation is the person who is in-charge of the conversation.By asking questions, I'm not suggesting that you go round interrogating people so that you can take advantage of them. What I'm saying is that you genuinely get interested in the other person and ask questions that will reveal their true need so that you can provide a solution.
When you become genuinely interested in their other person they will appreciate and open up to you in return. This forms a good relationship and a bond with the other person. When you also ask questions to take advantage of the other person they will know and hate you for that.
The Art of Listening Well.
After you ask questions, listen well. The aim is to understand the other person's point of view and empathize with them not simply waiting to say something or ask another question. You should listen so as to understand.
Great listening involves listening with your ears, eyes and heart. You listen with your ears to hear the words they use, you listen with your eyes by watching their body language and listen with your heart to feel their emotions.
Empathy provides Solutions.
In order to persuade other people you have to ask good questions and listen well to their answers. You cannot persuade by doing your best to convince the other person. In convincing you say a lot of things that the other person doesn't need to know.
Genuinely get interested in people and ask questions that will help you provide a solution. People will like you for that. Listen well to what the other person is saying and empathize with them. Empathy helps you feel what the other person is feeling do you can produce the best results.
