How much do you think this would help you save?
This question also helps justify expense.
What would motivate you to change?
This question creates the rationale a prospect will use to justify their purchase
Do you have a preference?
If your prospect has a preference, you need to know what it is how they arrived at that preference. Having a preference also moves the prospect one step closer to saying, “yes.”
What has been your past experience?
If you can exploit a bad experience with a competitor, that’s terrific. If the bad experience was with your company, you need to know about it and if possible, fix the problem.
How do you know?
It’s a good idea to know where your prospect is getting information and whether or not it’s from a reliable source. (Be very careful when you say this because you never want to make your prospect feel stupid.)