1. What service providers do I know of who can solve this problem for me (help me achieve my goal)?
2. Do I have any particular disposition to buy from one company/provider over another?
3. What's the business impact of solving this problem?
4. What is the risk of failing to solve this problem?
5. How difficult is it to find providers who purport to solve my particular problem?
6. How difficult is it to find providers who can actually deliver a solution for my problem vs. paying lip service to it?
7. What are the different options I have for solving this problem?
8. What are the differences among the various options I have for solving this problem?
9. How deeply do I believe (or how skeptical am I) that the service providers who SAY they can solve this problem can actually solve it?
10. Do I believe any of the potential service providers are actually a better fit for my company (for many reasons)?
11. What resources will my firm and I need to commit - in time, energy, and money to solve this problem?
12. How comfortable am I, personally and professionally, with the delivery teams of the possible providers?
These are some of the major questions that go through every single one of your business client's minds before actually making a decision to secure services.
If you're wanting to sell to business owners, then you must understand the buying process that business owners go through on their own... whether you're involved or not.
What are some other kinds of questions that you've encountered when trying to sell services to offline business owners?