The need to know and understand is very powerful and if you don’t ask I can assure you, you will never know.  There are so many lessons to be learned from every sales opportunity no matter what stage of the sales cycle you may be in.  Ask direct but very professional questions and you should be met with a response.  For the opportunities you are not getting a response back from and you have been spot on with sales execution, stay true to your sales plan of how many attempts you make and then move on.  Place the prospect in marketing’s hands and marketing will employ a drip marketing campaign to try to keep the prospect close for future engagements.  It all starts with having to know.   Needing to know allows you to take the proper steps in helping your client.