Dan Lok

5 Questions to Ask

1. What motivated you to meet with me today?
2. Exactly, what are we trying to accomplish here today?
3. Where are you today, and where do you want to be? What are your frustrations? What are your pain points?
   1. Our product needs to be the bridge.
4. What seems to be the problem, and how long have you had this problem? What keeps you up at night?
   1. If we have a solution, then great.
5. If this meeting accomplished everything you could possibly look for, what would that look like?
   1. Perhaps its a step-by-step plan

Come away from the meeting with a deep understanding of what your prospect is looking for.

Let them talk. Don't interrupt them. Let them talk 80 to 90% of the time.