Effective Sales Questioning Techniques

Five Sales Questions to Ask a Potential Client to Determine Their Needs

• Asking random questions to understand a potential client's needs is not effective.
• A process of thought-out questions is necessary to unveil a prospect's needs.
• Ask, "Tell me more about that challenge" to go deeper into a prospect's needs.
• Ask for a recent example of the challenge to make it more real and powerful.
• Asking how much the challenge costs the prospect helps translate the problem into dollars.
• Ask, "Why is this an issue right now?" to understand the relevancy of the challenge.
• Understanding how the challenge is affecting the prospect directly is crucial to making a buying decision.
• Asking "Why do you say that?" or "Unpack that for me" helps to go deeper into the prospect's needs.
• The questions help create a relationship, trust, and make the salesperson the obvious choice for the prospect.
• The questions help the salesperson understand what the prospect cares about the most.
• The questions are applicable to B2B and most consumer examples.
• A free training on the data-driven approach to help salespeople close more sales is available.