11 Questions for Insight Selling

1. Why?
2. How? 
3. Have you considered A...B...C...etc.? 
4. If I said I believe you might have under-invested to achieve this outcome in the past, what would you say? 
5. What will the impact be if you did this? 
6. What will happen if you don’t act? 
7. What’s possible? 
8. How do you know that? 
9. What do you think is missing? 
10. The follow-up question(s). 

Source: RAIN Sales Training