Sales Tip – How to Improve Your Sales Questions

Sales Tip – How to Improve Your Sales Questions


Sales people know the value of asking quality sales questions since their sales questions can make or break the sale. Sales questions help sales people get into specifics in their sales conversations with their clients.

Delving into those specifics helps sales people sell better. The more specific your sales questions, the more you learn about your clients. The more you know about your clients, the more you will be able to help them. And the more you help them, the more likely they will buy from you.

I often ask sales people to write down the sales questions they ask to delve into the specifics in their sales conversations. In most cases, sales people struggle with writing down as few as three questions that they ask.

Knowing that the quality of your sales questions can make or break your sales, consider becoming a student of quality sales questions.

You might:

  • Listen carefully to other sales people and the sales questions they ask
  • Pay attention to the sales questions your fellow teammates ask their clients that allow them to sell more effectively
  • Shadow the top sales people in your company and write down the sales questions they ask

Also, be sure to examine the sales questions you ask and the impact those questions have.

With this in mind, review your sales conversations so you can:

  • Determine what parts of your sales conversations worked well
  • Isolate the sales questions you asked that had a positive effect
  • Track the sales questions that worked for you in your future sales conversations
  • Examine the part(s) of your sales conversations that you weren’t pleased with
  • Figure out which sales questions weren’t as effective as you like
  • Develop alternative sales questions that you expect would work better
  • Test those alternative sales questions in your future sales conversations

Constantly be on the lookout for ways to improve the quality of your sales questions since they will make your sales conversations more effective.  This will ultimately lead to you selling more.

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