A great question is so much more valuable than a statement. You can tell a prospect or client some piece of information, but it is when you ask them a provocative question that you may gain important insights.
In particular, a great question to ask each time you are starting a new conversation with a prospect is, “Has anything changed since we last spoke?” This is a great open-ended question that may provide you with important information about the status of your opportunity. Perhaps they had a conversation with their supervisor about the project, or uncovered another stakeholder who wants to be involved in the evaluation and decision-making process. If nothing has changed, obtaining that confirmation is also good to know.
What key questions do you use to take a client conversation to the next level? Please share your ideas below.