Some of you budding entrepreneurs might be wondering, if I have to do sales, I should just get to it and start burning up that phone, right? When you learn a new skill, often it’s the questions you don’t ask that could uncover the invaluable insight that could make the difference between success and failure. Here are some great questions, with answers from top sales people.

My favorite questions and answers include:

Q: What habits do successful salespeople have? A: Self-discipline, voracious curiosity (i.e. they are heavy readers), and personal integrity Q: How do you measure sales success? A: Sales revenue, obviously.

I would add that these sales must be achieved without drastic discounting. Also, repeat customers and referrals.

Q: How do you spend the 15 minutes before a call? A: Prepare specific questions and visualize meeting in your head.

I would also suggest answering this question: what is your intention for this call?

Q: What are important tips for new salespeople? A: Develop questioning and listening skills

Be yourself and focus on how you can create value for the people you’re calling.