Everyone knows that in order to sell successfully one needs information about the prospect. In order to position oneself and one’s product any salesperson needs to know the target’s needs, scope, budget and time-lines. That much everyone knows, but what most do not know is how immune the buyers have become to questioning and the gathering of information.

This is why it is important to ask one’s questions with a slightly different bent and to include certain keywords. Having a variation on the theme is important. It is clear that one cannot and should not ask the exact same questions the prospect has already heard from the competition and during previous engagements.

Focus the questions on the prospect’s environment. Firstly, people want to talk about themselves. Secondly, you need the information to determine a strategy and thirdly, a prospect, which has little time to speak with you, is probably not going to buy.

Ask the prospect “specific” questions. “May I ask you several specific questions about your growth strategy?” Notice the added emphasis. “Can I find out exactly how many servers you are anticipating for your operations centre?” Again, the line of question is not vague or general. Notice the use of the word ‘exactly.’

Likewise, set yourself and your company apart by offering ’specific’ differentiators. Are you willing to offer a same-day service beginning with yourself? Will you ready everything on the same day even if it means working late? Does your company do the same in order to secure the customer? It is not difficult to understand why a customer will begin to believe in your service given the actual and tangible differentiation here, which goes beyond the competition’s vague promises and statements. Service that is delivered and not promised is specific and different.