The Best Sales Questions to Ask in 4 Easy Steps

Best Sales Questions

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

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

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

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

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

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.

Sandeep Kumar
Director, Software Engineering, EPG

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!

Bob Ward
Director of HR

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

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.

Mitch Mandich
CEO

Edify

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

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

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

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