We have discussed a bunch of tip and tricks when asking questions. They need to be open ended, they need to be tough and they need to think in terms of them. But the questions also should make the prospects think about how they want to respond. If it is an easy question, you will not understand exactly what they are looking for and how our products and services could help them. For example a yes or no question will only give you the details of the question asked. But an open ended tough question that needs some deep thought will produce great details and really get a conversation going in the right direction. One of these questions which is my most favorite question is, What is your experience with .....(whatever your selling)? For example you are explaining who your are and what you do etc etc etc. And you then say something like, Mr. Customer I would like to set ourselves aside from the crowd of vendors out there so could you tell me what your experience has been with Application Load Balancing so far? This question is a little awkward to ask and discuss at first but the results in how the conversation moves forward from here will be greatly welcomed. This question will result in a somewhat detailed answer to understand how the prospect thinks about what you are selling, maybe whom he is using now, his opinion and where they are going with the technology moving forward. Not to mention, a question like this is not asked much at all and quite frankly might be the first time he or she has to answer a question like this. You will look very professional, caring and smart in the prospect's eyes and have now set yourself aside from the crowd.
Send me comments on the results of this question. This is a good one!!!!
Shawn
