Have you ever been to a party full of strangers? Was it easier to have an enaging conversation with some people, and more awkward with others? Who asked you more questions? The easier people or the awkward people? Asking questions - good, thought-provoking questions - trigger deeper, engaging conversations, even with total strangers.
What works at a cocktail party also works in building customer relationships:
Asking people questions about them makes them more willing to spend time with you.
Asking people challenging questions causes them to think more deeply. When people think more deeply, they become mentally stronger.
Asking questions leads to answers which lead to new ideas.
Asking questions leads to discussion which leads to new knowledge.
Be the person that builds better relationships, spends time wisely, causes people to think deeply, come up with new ideas, and creates knowledge.
Be the person that asks good questions.