Questioning skills are like the tools of a carpenter. They are only valuable when used at the right time. Here are some guidelines for using questions to help engage the customer in a presentation.
Open Ended Questions. Allow the customer to respond freely. Use these to conduct a needs analysis at the start of your presentation in order to gauge the presentation according to the customer's needs and interests. They typically start with who, what, when, where, which and how.
Tie Down Questions. Are used to get a customer to move with you. It is said that a customer will not do business with you unless they've said yes at least twice. Tie downs are simply statements that end or begin with a question such as, "Isn't it?" "Wouldn't it?", etc.
No more than two of these in a row or they start to sound like a technique.