The Question Approach is one method to convert the prospects attention and arouse interest. The best questions are those that are simple, non-threatening (easily answered), and direct the conversation to the potential issues the prospect is trying to satisfy. Assume you are a salesperson for a commercial janitorial service. You have just met the prospect, Mary, who is looking for a cleaning service for her multi-unit office building. You have made the approach with some friendly small talk and you must now arouse interest in your service.

Write three questions you think would be effective in transitioning the conversation toward your sales presentation. What were your objectives for each of these three questions?