I read an article about asking questions from your prospects to find clarity. In this article the author, Joe Marr, starts by explaining the importance of how this is applied. The idea is to answer a question with a question; if this is done correctly it will help the salesperson to direct the conversation or give an answer that doesn’t disqualify the salesperson before he has even started. But if it’s done incorrectly it can seem like evasiveness which can prompt suspicion in the prospect, damaging any trust that may have been established, and the sales opportunity. Like every other sales tactic this will take practice and thoughtfulness when operating it.
To operate this tactic effectively the first step is for the seller to identify where he/she wants the conversation to go. Establishing a direction for the conversation not only help the buyer understand where they’re coming from, but it helps the seller organize and truly understand what the prospect is trying to tell them, remember the goal is clarity not confusion.
The salesperson doesn’t want to come off as dodging the prospects questions; instead, he should strive to show the prospect that precision is the reason he isn’t giving an arbitrary answer, but rather that he is just making sure he understands what he is being asked before answering. In this in mind also helps build trust between the relationship because the prospect knows they’re not just going to be told what they want to hear or trying to be swayed by the salesperson. Its okay if the salesperson doesn’t know how to answer a question, in fact that’s exactly what this tool is here to help with. For an example if the client starts by saying, “What can you do for me?” The seller can say, “That’s a good question, and since I really don’t know your situation yet, I’m not exactly sure how to answer that. How about I share with you some of the things that I am helping with some of my other clients, and then you can share with me if they might be helpful for you, okay?” In this example the salesperson was able to take that question and guide it into an open-ended conversation that helps the salesperson understand what the pain for the prospect really is. Also, this allows the salesperson to keep the conversation in their control.
This should be a tool that all salespeople need to adopt for mutual benefit in communication. This shouldn’t be a tool to avoid tough questions but to truly find clarity in the conversation. “If used in this way, the salesperson not only does a better job representing himself and his company, but he also becomes more efficient in serving prospects and customers.”
http://www.annarbor.com/business-review/questioning-technique-for-clarity-not-mystery/
duzx20 
Ethan David 
Trinity Blank
I like how you connected the concept of up-front contracts with answering questions with questions–that was helpful. I think what you said about making sure it doesn’t come across as if you are sidestepping the question is also important. Good post.