“How did this problem occur?” is a powerful question. It helps you get more context around the problem. It may give you clues as to what the solution is. It demonstrates that you know what you are taking about (actually not talking about). Likewise, the question “how do you make decisions?” gives great insight into the steps the prospect has to take to make a decision. Many salespeople ignore the all-important “how” questions and therefore miss a great opportunity to get the best information they can get. The added value of the question is that asking how something happened gets you more information and keeps you from talking for a while. It is very important to know what the problem is but knowing how it affects the organization or the person you are talking to is much more important. So don’t forget to ask “how” questions, it will keep you out of a lot of trouble.
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