•What do they dislike most about their current approach? •What do they want improved? •Have they used a similar product in the past (or are they currently)? •What other products are they evaluating? •Who are the stakeholders involved in the deal? •How do they feel about your product? What are their individual objectives, objections, wants, and needs? •How are they evaluating your solution, which KPIs do they want your product to push? It's worth investing some time upfront into formulating a set of questions.
