Article: The reason questions are a successful sales tactic is that they allow the customer to do most of the talking. This gives you a better idea of what their needs are and how you can sell your product to them. But this only works if you actually give your customer time to talk. In other words, don't drown them in product description and technical information. Instead, save this information for later, when you've identified the problem and already sold them on the fact that you can provide a solution. After all, if they just wanted information, odds are they could get it on your website. You need to figure out exactly what you could bring to your prospect and how what you bring can further their overall goals. You already have the first part from your discussions of the customer's problem. However, for the second part you will need an idea of what the customer wants to achieve overall. Try coming at this directly with something like, "What are you looking to accomplish in the next few years?" or "What is the primary long-term goal of your business?". From here, you can tailor the language and content of your product or service offering to how you can help them along the path to achieving their goals. You can also draw out customer desires by asking them to imagine the future of their business or life. You can either ask about how their life or business will be in the future or how they hope your business relationship will develop. For example, try asking, "Where do you see yourself/your company in five years? Ten years?" or, "How do you see your business developing if we go through with this deal?". You can gather even more information by asking other hypothetical questions like, "If you had no monetary constraints, what changes would you make?". Listen to these responses and think about the solutions you could provide. At regular intervals, especially if you are explaining something complex, stop to ask your customer if they have any questions. This not only keeps them engaged, but can keep you from having to go back and explain something you've already moved past. In any case, try to maintain an air of helpfulness and take the time to explain anything the customer doesn't understand, as well as to understand their concerns as deeply as possible. And when your customer is thinking about their answers or questions, wait patiently and quietly.

What is a summary?
Let the customer talk. Inquire about their overall goals. Ask about the future. Find out if they have any questions.