The Art of Questions

Information Gathering

 

Qualifying
What prompted you/ your company to look
What do you see as the next  into this?
action steps?
What are your expectations/ requirements
What is your timeline for for this product/ service?
implementing/ purchasing this
type of service/ product?
What process did you go through to determine your needs?
What other data points should we know before moving forward?
How do you see this happening?
What budget has been
What is it that you’d like to see  established for this?
accomplished?
What are your thoughts?
With whom have you had success in the past?
Who else is involved in this decision?

Establishing Rapport, Trust & Credibility
What could make this no longer a priority?
How did you get involved in…?
What other issues are important to you?
What’s changed since we
What kind of challenges are you facing?
What would you like to see improved?
last talked?
What’s the most important priority to you
How do you measure that?
What concerns do you have?
with this? Why?

With whom have you had difficulties in the past?
Can you help me understand that a little better?
What does that mean?
How does that process work now?
What challenges does that process create?
What challenges has that created in the past?
What are the best things about that process?
What other items should we discuss?