When you’re talking with a client or prospect, always ask why. Whatever they say either ask out loud or ask yourself why. Why are they saying that? What makes that important to them? Why are they mentioning that?
Developing a curiosity behind every statement, question or observation they make will help you to uncover their needs and wants. It will help you to understand them more, and the better you understand them the more chance you have of selling to them.
Why Questions come in many forms:
Any Why Question shows that you are listening and that you are interested. The conversation will flow naturally and be focused on them, which is exactly what you want. And if you’re not convinced of the power of Why Questions, just try them. After all, why not?