The Best Sales Questions to Ask in 4 Easy Steps

The Best Sales Questions to Ask in 4 Easy Steps
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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:

  • have high levels of self-awareness about their strengths and weaknesses
  • find meaningful and genuine connections with their clients
  • are OK making mistakes
  • remain focused and present when they interact with their clients

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

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