After the setup, begin asking open-ended and targeted questions to learn more about the customer. Make sure questions are open-ended to reveal more information. Listen carefully to the customer’s response to guide your next question and to recognize cues or important life changes.
Example Questions:
"How did you decide to......?"
"Tell me more about...?"
"What are your plans...?"
"How is this impacting you?"
"What made this a good time to....?"
"What are your concerns....?"
"Help me to understand....?"
