2 Tips For Asking Good Sales Questions

Asking Good Sales Questions Matters
Until you truly understand your customer’s most important goals, challenges, and needs, it’s impossible to deliver real value as a consultative seller. Sales rep assessment data consistently show that top-performing solution sellers stand out because they ask thoughtful, high-impact questions that uncover what customers care about most — and in doing so, they build both value and trust.

Afraid of Asking Basic or Challenging Sales Questions?
Sales leadership simulation assessment data show that many B2B sellers hold back from asking certain questions because they:

• Don’t want to embarrass their buyers.
• Fear revealing their own lack of knowledge.
• Prioritize closing the deal over understanding the buyer’s real needs.

But business sales training research is clear — if a question helps uncover the customer’s current reality or future path, it’s worth asking. Thoughtful questions don’t make you look uninformed; they show that you’re curious, engaged, and committed to helping your target buyer think differently about their challenges and opportunities.

Two Tips for Asking Good Sales Questions
Sales management training participants learn that good sales questions convey your commitment to getting the information that will help the customer to succeed.

1. Start With The Right Point of View
   One of the keys is the kind of question you ask and from what point of view. First, that means starting with a customer-centric point of view and focusing on helping customers versus pushing your solution.  Second, means asking questions as a learner not a judge?

   Learner questions are open-ended.
   They are designed to open new possibilities and push toward solutions. Examples are: What do your customers value most about the service you provide? How will your success be measured? How can I support your success?

   Judgmental questions are the opposite.
   They are more closed and often imply criticism. Rather than expanding options, they narrow the field of possible solutions. Examples are: What went wrong? Who is responsible? Why is your product rated so poorly?

   There are times when you need to ask both types of questions.   But we recommend asking as a learner first.

   Once you have established a trusting relationship with your client, then you can gain valuable insight from asking more closed questions — but always with a sincere interest at getting to the truth and closer to a solution that will serve the customer’s best interests.

2. Clarify to Understand and Go Deeper
   Clarifying questions are important to test the accuracy of your understanding. They help make sure you understood your client correctly. Did you miss something?

   Check to see that you are on the same page by asking a question like, “To be sure I understood all the important details, did I understand you to say that…?”

The Bottom Line
Asking good sales questions is all about investing in sales call preparation and having an other-centered intentions. When you have your client’s best interests at heart, there are typically no bad questions. The most successful B2B sellers are curious and helpful problem solvers — not cheesy sales people trying to close the deal at all costs.

To unleash your sales potential by asking good sales questions, download The Top 30 Sales Questions When Selling Solutions