In this episode of the Business Builder's Playbook, host David Bush sits down with Paul Kirch—a former Gallup researcher turned sales leader and creator of the Askology Method—to reveal how asking the right questions can transform your sales conversations and close bigger deals faster.

David and Paul break down why most sales professionals struggle with questioning... and how to fix it. Paul shares his powerful framework of four question types (guiding, investigative, empathy, and instigating) that help you control conversations without being pushy. You'll learn how to avoid deal-killing questions, build trust at lightning speed, and make prospects sell themselves on your solution.

David contributes his own proven questioning strategies—including the "one thing" framework and the "if I could show you a way" technique—that consistently move prospects from curiosity to commitment.

By watching this full episode, you'll discover:

• How to ask questions that accelerate trust instead of sounding like a salesperson

• The four question types that drive bigger deals (and when to use each one)

• How to turn "I'm happy with my current supplier" into your biggest client

• Why being willing to walk away is the secret to winning more business

• How to become a valuable resource instead of just another vendor

• The role-playing strategies that make questioning feel natural and genuine

• How to read body language and emotional cues to know when you're winning

Whether you're a business owner, sales professional, coach, or consultant, this episode gives you a complete playbook for consultative selling that feels authentic, builds relationships, and closes deals.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/Paul-Kirch

Paul Kirch—The Askology Method: How to Win Bigger Deals by Asking Better Questions