Wants / Needs Ask questions! This should be an extension of your survey. Save specific workspace questions to ask once you enter or see the workspace. Part one of the inspection is to find out the what, the why, and often the why behind the why. Example: What: Tub-to-shower conversion. Why: Safety Why behind why: Last month, they slipped, or they had a friend that fell and hurt themselves. SELLING IS ALL ABOUT ASKING GREAT QUESTIONS. Ask questions and pay attention. Find their hot buttons. Listen, ask more questions, and then listen. Too many salespeople don’t understand the importance of listening and asking great questions. A salesperson that can listen and ask great questions is well above the average sales rep. How to start: Ok, what is your dream? What is your vision? So, what are we doing? Pro tip: You are their problem-finder and solution expert. Help them, and they will help you.