2 Tips For Asking Good Sales Questions

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 a valued-added answer as a consultative salesperson?  Top solution sellers are known for asking good sales questions.

Afraid of Asking Basic or Challenging Sales Questions?
We know from sales leadership simulation assessment data that some B2B sellers avoid asking questions because they:

• Do not want to put their buyer in an embarrassing position.
• Are afraid of show their own potential ignorance.
• Put their own needs of closing the deal ahead of the buyer’s needs.

But we know from business sales training experts that if a 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 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 sales call preparation and other-centered intentions. When you have your client’s best interests at heart and have earned their trust, 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