Now that you know what lock-on questions do for you, here are some examples of them in action:
Customer: We have been trying to get this project off the ground for several months.
Lock-on question: I noticed you said the word trying. What has worked so far and what has not?
Trying is the key word to focus on in this example. The word represents feelings of frustration and discouragement at not being able to achieve a goal. Here, the customer has given you a great opportunity to bring the problems to the surface, to have her relive those feelings and then look to you for a solution.
Customer: I am looking for a partnership rather than just someone to sell me a product.
Lock-on question: Could you give me some specifics ...