The best way to get an answer is to ask a question. But, the trick is to ask the right questions to get the answers you’re seeking. Most importantly, when an account is on the line, you need to make sure that you understand your prospect or client’s needs, wants, dislikes, and goals.  Are you asking the appropriate questions to get this information?

Careful consideration, planning, and yes, even research, go into formulating questions that get answers. Sales trainers Craig Harrison and John Tenza share the belief that some personal preparation is key. They suggests asking yourself the following before switching the inquiries to the prospect or client:

• What is the purpose of your questions?
• Are you interested in discovering something new?
• Do you want to connect and build rapport?
• Is it your goal to set an appointment?
• Are you there to cause somebody to take action?
• What do you already know about your prospect?
• What is important to him/her?
• WHY is that important?
• What benefits do you offer that would make his/her situation or life better?

Harrison writes [his article can be found here] that “the art of asking questions is not the same as opening your mouth and asking whatever comes to mind. True professionals are sincerely interested in bridging the gap and delivering great results.”

So, by taking some time to do a little inner-brainstorming, you actually can save time in the future by delivering exactly what the client or prospect expects.