To become more effective in your sales efforts, you should always include a well rounded strategy for questioning and learning about your prospect. This type of approach allows you to really dig deep to find out what your prospect’s true objectives and goals are. Always ask questions that require more than a “Yes” or “No” response and that deal with more than just pricing, standard procedures, or technical issues. Formulate your questions so that you can make apparent what the prospect’s thoughts and motivations are. This way you can really assess their needs. Understand what it is that they are looking for from you and tailor your responses to best address these things. Always ask for more information if necessary so you can better position your products/services to show that you understand the client’s objectives and needs.