When you think about your conversations with your prospects and clients, hold yourself accountable to ask direct and specific questions.

Give yourself a 10 if you’re really direct and specific and a 1 if, well…not so much. You will catapult to a 10 if you’re direct and specific asking "when" and "how much" questions.

There are two ways to get from a 1 to a 10:

1. Catch yourself when using generic closed-ended questions…and replace them with strategic open-ended queries (…a fancy word for "questions").

2. Write a script of the questions you want to ask (but never do because you can’t pull them down from the far reaches in your brain). Practice asking your "when" questions aloud – you’re more apt to ask a customer if the question is written down and features words you commonly use.

Projecting accurate revenue is the single biggest thing you can do to gain credibility inside your org…besides repeatedly hitting your numbers.

"When" and "how much" questions will get you there. Write ’em down, and then, use ’em.