Q S E L L M O R E B Y TA L K I N G L E S S 105 most likely to get you engaging responses. I even suggested that you expand these ten questions into twenty by rewriting them so that you will always have backup questions at your fingertips. You can now add to this list the follow-up questions you're comfortable asking. The more comfortable you are in asking them, the more likely you will be to use them. Just one tip: Don't make every follow-up question the same--for example, don't just ask ``Why?'' Although you want to keep your questions simple, you must also have a variety of follow-up questions to keep the customer engaged. In fact, when you get good at this approach, you can ask one follow- up question after another and you'll be able to allow the cus- tomer to guide the meeting. An example of this might be, ``Could you explain what you just said again?'' After they re-