1. How will you make the decision?
Always, always ask your prospect how they will make a decision. Also ask them when they’ll make a decision. This way you will know what you’re dealing with.
2. What are your criteria for evaluating this?
Another way of asking the question above, but more specific.
3. How often does that happen?
This question helps prospect see the larger picture. It helps create justification for change.
4. Then what do you have to do?
Ask after the answer to the question above. This creates more motivation and justification for change.