Asking questions comes from a natural sense of curiosity and from an interest in people. When we genuinely want to help people live in their homes and age in place, the questions that we ask them come from this basic desire and not from some script or memorized list of questions to use.
Making sales is relational. It begins with an introduction and then a conversation about the other person and what the are seeking from us. Take someone we don't know very well or someone we are meeting for the first time socially. We ask what they do, about their family, where they live, where they’re from, what they like to do, and so forth. This is conversation without anything more to it, but making a sale starts the same way.