“What have you tried so far to fix the problem?” This is a great question to ask a prospect after they have shared a problem with you. There are some reasons why this is a great question:
• It keeps you from jumping in and starting to talk prematurely
• It keeps the prospect talking
• It helps you understand their thought process
• It keeps you from coming up with a suggestion that won’t work
So after a short discussion of what they have tried you can ask “why do you think that didn’t work”? this will give you more insights into their thought process and lead you further down the path to uncovering their compelling reason to move forward. These are both discovery type questions. They are designed to get you more information and insight into the prospect and to keep you out of trouble.
