In the tactical sales, your intent should be to help enable a decision in the client’s best interest. Once you understand what the client will do, it’s critical to understand how they’ll arrive at the point of decision. Find out the criteria each stakeholder or decision maker will use to make a decision. Try questions such as:
What are some of the criteria you’d be looking for to determine whether or not you had a solution that would exactly meet your needs?
From your particular perspective, what are some of the key issues you’d like a solution to address?