What Are the Best Sales Questions?
The best sales questions predictably lead to better customer relationships, higher win rates and more successful sales forces.
Sales is an Art
Being able to ask good sales questions is an art.
Asking effective questions is a necessary skill for journalists, a developmental skill for salespeople who sell solutions and a desirable skill for conversationalists. As far as sales is concerned, good sales 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.
4 Steps to Asking Effective Sales Questions
Here are four steps on to use the best sales questions:
1. Start with Open-Ended Sales Questions
Open-ended sales questions questions cannot easily be answered with a single word. Begin with the classic who-what-why-where-when-and-how questions that are open-ended and encourage deeper and wider conversations. Open-ended sales questions help to create personal and professional connections while opening the door for you to learn what matters most to your prospects.
While most sales people know the best sales questions are open-ended, we are constantly surprised by how many sales reps (regardless of their experience level) ask too many closed-ended questions and limit their ability to create more meaningful relationships and solutions.
2. Be Concise with Your Sales Questions
Get right to the question mark. Don’t ramble. You will lose focus and your prospective client will likely be confused. Concise sales questions contribute to the quality of the discussion and hopefully add valuable perspectives and insights along the way.
3. Embrace Silence
Do not chatter through silence. Accept and appreciate the pause. Counting to 10 before speaking again can help you become more comfortable. Your listener will soon fill it…hopefully with the answer or information you were looking for.
4. Be Authentic
Don’t appear to understand if you don’t. Ask a follow-up or clarifying question instead…especially if it gives them a chance to be the expert and keep talking. Many sales reps find it challenging to be authentic to themselves and their company’s brand in uncomfortable or unfamiliar situations.
Ultimately, authenticity creates trust and respect. Sales people who are authentic:
The Bottom Line
The highest performing sales teams ask the best sales questions in a sincere effort to help their clients to succeed.
Want to learn more about the best sales questions to improve your sales performance? Download 30 Sales Questions More Important than Budget When Selling Solutions
4 Keys to Keeping Talent Up to Date
Why Employees Change Their Mind
The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.
Vice President, Information Technology
Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.
Kelly Warren, SPHR
Director, HR & Compliance
Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.
Chief Financial Officer
We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.
Barry L. Byrd, SPHR
Human Resources Manager
SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.
We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.
Michelle A. Mitchell
Vice President, Worldwide Human Resources
PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.
Vice President of Human Resources
LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!
Director of HR
LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.
Director, Software Engineering, EPG
LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.
Margaret M. Mader
Vice President, Human Resources
We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.
HR Manager, BU Radiology Informatics
Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.
Director of Human Resources
I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.
VP of Human Resources
The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.
Firmware Engineering Manager
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
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.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.