Stop and take a moment to think about the kinds of questions you ask your Prospects. Is your tendency to ask long, overly focused questions or short, open-ended questions? As a Business Development Professional, it is critical to understand the value of a good question as it is one of the primary ways to gather valuable intelligence. However, it is important to note that not all questions are created equal. Over the years we have found that short, simple questions often elicit a more valuable and complete response. As you deliver your question to the prospect, be sure you are not “leading the witness” by asking long winded questions or starting the question with a statement.