Asking Good Sales Questions Matters
Until you have a clear and accurate picture of your customer’s most pressing needs and problems, how can you expect to provide the perfect answer as a consultative salesperson? Top sales professionals are known for asking good sales questions.
Afraid of Asking Basic or Challenging Sales Questions?
Some B2B sellers avoid asking questions because they do not want to put their buyer in an embarrassing position or show their own potential ignorance. Shouldn’t salespeople already know the answer to that question?
If it is a question that could easily be addressed by simple research on the internet or into the company’s published financials, the answer is “yes.”
But if the question could shed light on the customer’s current situation or potential path forward, it should be asked. And, instead of making you appear clueless or unprepared, it will show your target buyers that you are engaged, curious, and can provide valuable perspectives and insights.
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 you help the customer succeed.
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.
The Bottom Line
Asking good sales questions is all about sales call preparation and other-centered intention. When you have your client’s best interests at heart and have earned their trust, there are typically no bad questions. The most successful solution 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
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