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1. Would you like to know why the Wall Street Journal recently featured an article about our service?

Intent: The best questions make prospects curious - which encourages them to ASK YOU for more information. The other strengths of a question like this are twofold:  first it leverages any positive press your company has received, and secondly it gets permission from the prospect to proceed.

2. Will the pricing in this proposal make your boss nervous?

Intent:  This is a great testing question.  It helps you ascertain how you are doing with this proposal.  If the answer is no, great!  Proceed.  If it's no, but with a qualifier like "what will actually make him nervous is this..." - you've just gained more information you wouldn't have had without the prompting of the initial inquiry.  If the answer is yes - then you get an opportunity to find out what about the pricing may be a problem - giving you time to resolve it, or develop responses to the pricing objection. 

3. Can I ask you a question?

Intent:  Do you have a tough or very important question you need to ask the prospect? Be smart and get permission first.  This simple little question both makes the prospect curious, and may grant you permission to proceed.  Most people will answer, "Sure." For those that respond with the qualified answer, "It depends on what it is about," you can be ready with the right kind of question that will perhaps build up to the big one.

4. How is your sales force handling the downturn in the telecom industry?

Intent:  This is a focusing question that gets you some specific information about sales performance without implying that there are problems. Better than saying something like, "Is your sales force making their quota?"  You need to earn the right to ask a direct question like that.  Sometimes the prospect may think it's none of your business. So ask a focused question that gets at a subset of information - which increases your credibility as well as increasing the changes you'll get a usable answer.

5. In your opinion, what would the ideal solution to this problem be?

Intent:  Asking the prospect's opinion is always a good move.  You may also get at what they "really" want - by following up and asking for more explanation of their proposed solution.  ASKING a prospect, instead of TELLING them how you will fix their problem will always get their attention.  We're all flattered when our opinion is asked for.  Listen and learn - the prospect will give you the clues you need to close the sale if you just ask!

by Lisa D. Dennis

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