2 Tips For Asking Good Sales Questions

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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, it will show that you are engaged, curious and genuinely interested.

Two Tips for Asking Good Sales Questions
Good sales questions convey your commitment to getting the information that will help you help the customer 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. Are you asking as a learner or 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 and 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.

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 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 know this.

To unleash your sales potential by asking good sales questions, download 30 Sales Questions More Important than Budget When Selling Solutions

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