How to get some to "tell you more about that"

In order to build rapport and maintain momentum there are nine ways to say “tell me more about that” using a question:

1. Why is that?
2. What are your ideas /opinions /thoughts) on _________?
3. What did you mean when you said __________?
4. Why is that important/ essential/ relevant in your opinion?
5. How does that look /feel/ seem to you?
6. What are some examples of _________?
7. What’s your definition of __________?
8. Can you elaborate on _________?
9. What does _________ mean for you?

As with most conversational sales skills, delivery is all-important. There are three keys to using these questions effectively:

1. Be really curious. If these questions are going to build rapport, you’ve got to be able to communicate (non-verbally and verbally) that you are truly interested in the prospect. If you really do care, the prospect will sense this and (being human) feel flattered.
2. Do your research. I hate to keep harping on this point, but every sales conversation needs to come from a place of knowledge and authority. Without research, you’ll end up asking a question about something obvious and end up looking ill-informed or foolish.
3. Use a cue card. Unless you’re some kind of sales savant, you’re not going to be able to remember all nine questions. Post a copy of them by your telephone and in your day-minder. Flip to the list when you’re in the meeting. Use different questions at different times during the conversation.