August 7th, 2015

Best Sales Questions that Work


Best Sales Questions that Work

You may love watching police dramas on TV, but a good salesperson never recreates the interrogation room in a prospect’s office.

The foundation of a good sales questioning strategy is creating a well-paced dialogue based on asking open-ended questions.

Here is a list of questions that I typically draw on in developing my pre-call strategy. They can be easily honed for specific situations and are intended to draw the other person into a meaningful conversation.

What is the opportunity?

  • What is the initiative we’re here to talk about today?
  • Why is now the right time for this initiative?
  • What is the driving force behind this initiative?

What are the expectations?

  • How will you recognize or define success?
  • What changes do you want to see in your organization?
  • What do you want your people to be doing differently
  • How do you see this working within your organization?
  • What are the roadblocks?
  • Are there any champions or other stakeholders with an interest in this initiative?

What are the circumstances?

  • How have you been addressing this issue?
  • What is your time frame for getting started?
  • What does your decision-making process look like, and who will be involved?
  • What are next steps and your time frames for implementation?
  • When can we schedule time for a presentation to all of the decision makers?

Who else is in the running?

  • Who else are you considering as a partner for this initiative?
  • What criteria will you use in making this decision?
  • What have I not addressed that you’ve heard about and are intrigued by from other potential partners?

What else might you ask?

  • Have you thought about this aspect? It’s something that we’ve helped other clients address with XYZ.
  • What sensitivities do I need to be aware of?
  • What have I not asked that I need to know?

Whichever questions you ask, keep these tips in mind during any sales questioning:

  • Avoid yes-or-no or multiple-choice questions.
  • Avoid asking multiple questions at once. Pose one question at a time, and wait for the answer.
  • Listen closely to the prospect’s answer and, when appropriate, let it set the direction of follow-up questions.
  • Never answer your own question; let the prospect speak instead.
  • Never formulate your next question while the prospect is answering the previous one. Keep your attention on the prospect’s answers. Good listening goes hand-in-hand with good questioning.

Questioning is one of Richardson’s Six Critical Skills for sales.

  1. Presence: Ability to project confidence, conviction, and interest in body language and voice
  2. Relating: Ability to use acknowledgment, rapport, and empathy to connect
  3. Questioning: Ability to explore needs and create dialogue
  4. Listening: Ability to understand content and emotional message
  5. Positioning: Ability to leverage client needs to be persuasive
  6. Checking: Ability to elicit feedback

These are the skills that allow salespeople to create a meaningful dialogue; establish themselves as trusted advisors; understand client needs, priorities, and perspectives; and close profitable business. Each skill builds on and supports the others — and, at the heart is the ability to ask the right questions to move your sales opportunities forward.

Learn more about Richardson’s Consultative Selling Sales Training Solutions.


About The Author: Beth Eames

Beth is a Regional Vice President with Richardson. As an advisor and consultant, Beth works with her clients to assess sales organization processes and performance, sales methodology, and talent acceleration to drive the development and performance of desired outcomes. She is responsible for managing strategic global client relationships, as well as new business development. Beth has extensive experience working with a broad base of clients in multiple industries, including financial services, insurance, technology, pharmaceutical, and professional services.

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