When you end up being told what problem your prospect is having, now you can finally have FUN!  Following up with CURIOUS questions helps you get to the impact of the problem, the great SWEET SPOT in sales. Examples include: (1) “Out of curiosity, why do you think you are having that problem?”, (2) “Very interesting, have you tried solving that problem in the past or has it not really been a priority?” (3) “This may sound like a weird question, but have you thought about the impact that problem is having, maybe ever tried to quantify it?”  See SALES SHARE #8 on QUESTION CUSHIONING.