Create a practical blueprint to gather intelligence

Ask for permission to ask questions and develop some direct questions to build rapport.
Using a justifier, such as “so,” gets your point across clearly. For example: 
a)“[State the prospect’s name], just a couple of quick questions, so I don’t waste your time.”
b) “[State the prospect’s name], let me ask you just a couple of quick questions, so I can see exactly what your needs are.”*

Start with non-invasive questions to build rapport.
Move on to more invasive questions once you have established trust and rapport.

Ensure you apply the appropriate tonality to the question you are asking.
For example, the ‘I feel your pain’ tonality may work better on an invasive question over a more aggressive approach.

Apply the following active listening techniques:
a) Nod your head when your prospect is speaking to show agreement;
b) Narrow your eyes, compress your lips, and nod your head to show that you recognize an important issue;
c) Narrow your eyes and compress your lips more for a pain point. Nod your head and let out appropriate oohs and aahs to show you feel their pain;
d) Lean forward when you ask an emotionally charged question and stay in this position when your prospect answers (also use the techniques in point c) and;
e) Lean back when you ask a logical question, nod, and scratch your chin thoughtfully as the prospect replies.

Prepare a complete list of prospecting questions.
Arrange them in a different order until you find the one that flows most logically.

Finish with a powerful transition.
a) If the product is unsuitable for the prospect, tell them you wouldn’t want to sell them something they will not be thrilled with.
b) If the product is suitable, say, “Well, [state the prospect’s name], based on everything you just said to me, this program is definitely a perfect fit for you. Let me tell you why….”