In using these questions, please remember that you’re a business consultant, a trusted advisor: behave like one. That means asking smart questions, then asking more smart questions, and then even more smart questions until you fully understand the prospect’s situation and what he needs in order to close the gap between where he is and where he wants to be.

A vendor answers dumb questions and then interrogates. A trusted advisor asks smart ones and interviews.

You will receive five questions every day for the next 25 days of 25 sales categories/situations – that you can use to get your creative juices flowing. The list below doesn’t follow any particular pattern, nor are the questions intended to be asked in the sequence shown.

Use what follows with discretion. Bear in mind that it is not a checklist. Write down your favorite ten to fifteen questions and practice them so you can feel comfortable using them when you want to take charge of the sales interview (or when you hear crickets).