The Art of Effective Sales Questions in 4 Steps

Art of Effective Sales Questions

The Art of Effective Sales Questions
The best sales people typically master the art of effective sales questions.  Being able to ask good questions is an art. Asking effective questions is a necessary skill for journalists, a developmental skill for salespeople and a desirable skill for conversationalists.

Insightful Sales Questions = Insightful Customer Conversations
As far as sales is concerned, the art of effective sales questions and good questioning skills are essential, value selling training experts say, for success. It is the basis for learning (and teaching) just exactly what your customers want and need.  Unfortunately, too many buyers report that sales professionals ask them a canned list of questions trying to close the deal.

Poor Sales Questions = Poor Customer Conversations
Anyone who has ever been on the other end of a high pressured sales conversation can attest that the “poor-questions approach” does not build trust, credibility or revenue.  In fact, poor sales questions typically lead to unqualified leads, missed opportunities and wasted effort.

Four Steps to Help Master the Art of Effective Sales Questions
If you want to have meaningful and insightful sales conversations with your target buyers master the art of effective sales questions by:

1.  Starting with Open-Ended Questions
The most effective sales questions are open-ended.  Open-ended questions are those that cannot be answered with a simple (and unhelpful) “yes” or “no.” They require a more thoughtful answer.  Try to always begin with the big six open-ended questions:

  • Who?
  • What?
  • Where?
  • When?
  • How?
  • And our favorite – Why?

The best solution sellers are curious about how they can truly help their clients to succeed.   Open-ended questions promote a meaningful and client-centered conversation.  Without them, it is difficult to uncover customer goals, problems, needs, objections, risks and next steps in a way that makes sense.

2.  Being Clear and Concise
Get right to the point. Don’t ramble. You will lose focus and your target will be confused.

3.  Actively Listening and Embracing Silence
Do not interrupt.  Actively listen.  And be patient with silence by accepting the pause.

Sometimes counting to 10 before speaking again can help you become more comfortable.  Your listener will soon fill it…hopefully with the answer you were looking for.

4.  Being Authentic and Client-Centered
First, have your client’s best interests at heart.  Second, ask follow-up or clarifying questions if you do not understand what they are talking about…especially if it gives them a chance to be the expert and keep talking.

The Bottom Line
The better you become at listening and the art of effective sales questions, the more you help your customers to succeed.  The more you help your customers to succeed, the more you will sell.

To learn more about the art of effective sales questions, download 30 Sales Questions More Important than Budget When Selling Solutions

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.

Glenn McGillivray
Human Resources Business Partner

Intuit

LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

Ken Boehm
VP of Human Resources

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President Human Resources

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

LSA provided top notch solutions right when and how we needed them. They exceeded my expectations from a speed, quality, and cost standpoint. I recommend them to anyone looking for a true business partner in the Learning and Development arena. The breadth and depth of their expertise has helped us hit tight deadlines across multiple projects.

Fortune 500 Financial Services Company
Director of Infrastructure & Technology

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.

Kristin Westland-Kaune
Director, Team Development

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

Tracy Esposito
Director, HR Business Partner

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.

Suzanne Kinner
VP Human Resources

Blackhawk Network

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More