Asking low-impact questions

When you ask low-impact questions, it comes off as lighter and less aggressive. This can work if you’re speaking with a new lead with whom you’ve yet to build rapport. The goal is to show the benefit of your product and then ask a question to determine if they’d like to learn more.
For instance, you can ask, “If I can reduce time spent on lead management by 35% and increase database accuracy by 20%, would it align with your company’s goals?”

If you get a positive answer, then use this time to explain the benefits of your product or service. The idea is to get the lead to continue the conversation without feeling they must commit immediately.