Picture yourself on the receiving end of a sales conversation. What question(s) would cause you to sit up and pay attention to the salesperson? What questions would actually force you to think about your response? Those are the types of questions you need to start asking.
If you're uncertain what questions would prompt this comment, ask a few of your best customers. Tell them your objective and find out what questions they would like other sales people to ask. A key is that they need to be high-level, 30,000 foot view, strategic and tough. Senior executives love to sink their teeth into a good challenge and tough questions achieve that.
When someone says, "That's a good question" make note of that question and use it again with other prospects.
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