Lead Generation

In going through boxes while making our recent move, I came across a bunch of notes and cheat sheets from training over my ~30  year on and off love affair with being in sales. This is one of my favorites. What are some of the open-ended questions you use?

Top 30 Open Ended Questions


information gathering

What prompted you/ your company to look into this?

What are your expectations/ requirements for this product/ service?

What process did you go through to determine your needs?

How do you see this happening?

What is it that you’d like to see accomplished?

With whom have you had success in the past?

With whom have you had difficulties in the past?

Can you help me understand that a little better?

What does that mean?

How does that process work now?

What challenges does that process create?

What challenges has that created in the past?

What are the best things about that process?

What other items should we discuss?



What do you see as the next action steps?

What is your timeline for implementing/ purchasing this type of service/ product? What other data points should we know before moving forward?

What budget has been established for this?

What are your thoughts?

Who else is involved in this decision?

What could make this no longer a priority?

What’s changed since we last talked?

What concerns do you have?


establishing rapport, trust & credibility

How did you get involved in … ?

What kind of challenges are you facing?

What’s the most important priority to you with this? Why?

What other issues are important to you?

What would you like to see improved?

How do you measure that?


now go sell something… 😊

Good educational webinars-  These are cached too at StartWithALead.com

On Wednesday, April 4th, 2007 at 1:00 PM CST, Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale will be presenting part two of his five part webinar series on lead generation. Part two focuses on the eight critical success factors that are needed to develop high quality and high volume lead generation programs. During the webinar you’ll learn:
– How to align sales and marketing to optimize the number of leads
– How to avoid lulls in the sales cycle
– How to develop a universal lead definition and an ideal customer profile
– How to build, maintain and grow your database

8 Critical Success Factors in Developing High Volume, High Quality Lead Generation Programs