One of the best ways to get prospects to start talking is with open-end questions, especially open-ended questions about themselves. This is a classic interview technique to gather intelligence and spark interrogatives for the information that the interviewee is giving you.
In a lot of ways, a sales conversation is like an interview in that you are trying to get a sense of product or service-to-customer fit.
Here is a monster bank of questions that I regularly use to get the conversation started and gather invaluable intelligence on how to close this prospect.
30+ questions (and growing) to keep your prospects talking.
- 30+ questions (and growing) to keep your prospects talking.