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Recently, I read this advice about using questions in the sales process:

Each time the customer makes a statement, always take the time to ask a follow-up question on what they [sic] just said.

Key to remember: Never move on in your presentation until you have asked a follow-up question on each comment the customer has made. This is an important aspect of consultative selling.

I don't know about you, but I've had to endure too many sellers peppering me with mindless questions every time I said a word. What galls me is that the question-after-every-comment seller seldom demonstrates how such questions help anyone.

That's not consultative selling, but blind adherence to some generic formula for sales meetings.

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