" amplify that pain by asking the following questions: “How long has this been going on?” “Do you see this getting better or worse?” “How do you see yourself in two years?” “How has it affected your health or your family?” In essence, you want to make sure that you make your prospect talk about their pain. These types of questions will have a powerful impact on opening the prospect’s mind to receiving information, which they will now measure against their pain. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling