The ability to communicate well and make sales is a large part of building a successful business. Here are seven prospecting questions to ask for building trust.

Ask About Their Plan for Something Specific
Ask a prospect what their plans are for a specific thing. For example, you could ask: “what does your current sales training plan look like?” Asking a question like this can get the conversation started about the topic without pitching the prospect right away.

Ask if They Would Like to Have a Plan Created
Ask the prospect if they would like you to create a plan or blueprint for them for free. People are likely to say yes to this question. It can be especially useful to ask it when you meet someone for the first time, at a networking event, for example. It can help you to get an appointment for a more detailed meeting.

Find Out What is Important to Them
Asking a prospect questions about what is important to them helps you to uncover what they value. You also need to find out what is important to them in order to know what to pitch or propose to them. For example, you might ask what is important to them about achieving their goals. They might answer that they want to grow their business to 10 million dollars a year. And then you can ask them why it is important to them to reach that specific amount.

Uncover Beliefs that Cause Objections
Often, prospects have beliefs about things that can cause objections. So you need to uncover what those beliefs are and address them. When a prospect has an objection, you can ask them:  “What makes you say/believe that?” For example, when a prospect says that they want to “think it over” whether they will buy or not, you can ask them:  “Why do you believe that you should think this over?”

Ask Them How They Would Feel if Certain Situations Were to Happen
By asking prospects how they would feel if certain situations were to happen, you can address the negative consequences that can occur if the prospect does not take action and the positive results of taking action.  For example, you can ask them how they would feel if their competition surpassed them in the marketplace or if things didn’t change in their business in the next several months.

Ask Them How Open-Minded They Are
Asking the prospect how open-minded they are works well when you are trying to introduce a new idea. For example, you can ask the prospect “How open-minded are you about increasing your monthly revenue?” or “How open minded would you be to giving this a chance for your business?”

Ask Them What Would Be a Good Time
Asking a prospect when it would be a good time to have a meeting is an effective way to get an appointment. For example, you could ask:  “When would be a good time for us to meet and talk a little bit more about how we can help each other in business?”

A coach can give you more guidance on your prospecting process to help grow your business.