If you were asked to analyse the questions you ask of people before starting to talk about what you have to offer (which is what I hope you do), could you say that you have a good balance between questions that evoke logical answers and questions that evoke emotional answers? What percentage of your questions are logical compared to emotional? I hope there is a good balance because people buy on emotion and justify with logic. If you never ask emotional questions, then your sales results might not be as good as they have the potential to be.
When you ask logic questions, the emphasis is focusing on talking about price, getting the appointment, the types of programmes and services you have, the technical information. When you ask questions that evoke the emotion, you are getting out of the customer why they would want what you have. You talk about the effects and outcomes of using your service, the peace of mind, the relief, ease, fun and excitement.
Here are some ideas of questions you could ask that evoke the emotion
What would be the main outcome you would want to achieve from using our product/services?
Why that one?
What is most important to you when choosing a ____ provider?
Why is that?
How would you feel when you achieved that?
How does it affect you (or how do you feel) not experiencing that now?
How would you feel if you did not achieve that outcome by this time next year?
What happens when your current provider cannot provide what you want immediately?
How long has this been going on? or How often does this happen?
What impact does that have on you and how you are perceived by your customer?
What are 2 or 3 reasons why you want to change from your current provider?
In an ideal world, what could your current provider do better?
How do you feel when they consistently do this?
Another way of looking at this is people buy to avoid pain and gain pleasure. Many of the questions above evoke pain and a feeling of pain. Remember people buy on emotion and then justify with logic depending how much time they have to think about it.
And the more instant the gratification is for buying now, the quicker the customer will buy. Something to think about.
Now check your own sales pitch and check you have at least some emotion questions as well as the logic ones. Then watch how your results change.