Top Questions to Use in Sales

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Super Sales Questions for Success in Sales

Super Sales QuestionsRapport Building Questions

  • What’s it like living in/next to [insert weather, landmark, or natural marker] all the time?
  • Is it true what they say about living in [city/state]? (For example, “Is it true what they say about living in [city origin of client]? Are the freeways essentially parking lots?”)
  • Since you lived in [city/state], do you go to [local attraction] all the time?
  • I have such good memories of [city/state] — I visited when I was X years old and absolutely loved [destination/feature]. What do you think about [destination/feature]?
  • If I had the opportunity to pass through [city/state], what would be your top recommendations?
  • I’ve heard [nearby restaurant/city/state] has amazing [food item]. Does it deserve the hype?
  • What brought you to Perth?
  • What’s something most people don’t realize about [Origin of client]?
  • My [niece/son/grandchild] wants to become a [profession]. Do you have any advice I should pass on?
  • I saw you used to work in [different field/profession/industry]. How was the transition?
  • I’d love to learn more about [customer’s role]. Are there any resources you’d recommend?
  • What job would you want if you weren’t a [customer’s profession]?
  • Have you always wanted to work in [customer’s field]?
  • Since you’re interested in [topic]; I was wondering if you’d read [book on topic]?
  • I saw on [LinkedIn, Twitter, Facebook] you’re interested in [topic]. How did you [learn about, come across] that [topic, field]?
  • I came across [company’s] social media accounts while I was preparing for our call. It seems like a [fun, interesting, fast-paced] place to work. What do you think?
  • Your company seems to host [online events, customer events, recruiting events, philanthropic events, industry events] fairly often. Are you involved in those?
  • You seem to have a pretty busy schedule. Do you have any productivity tips?
  • It seems like you’re fairly busy — do you use apps to stay organized? I’ve been looking for a good one, so recommendations would be helpful.
  • Are you planning any work trips or vacations?

Personal questions (Handle with care)

  • How comfortable are you with saying no to me?
  • Can I ask you something personal?
  • Can I ask you some personal questions?
  • Why did you choose to do that?
  • Where are you/things now ?

Leading Questions (use with care) What is the purpose of a leading question? – To direct a conversation to a particular subject you wish to talk about.

  • If I could show you something interesting, would you be interested?
  • What are you trying to accomplish this year? What are the major initiatives that people are working towards?
  • Are you going to hit those goals? What happens if you do/don’t?
  • What else can you tell me about your circumstances?

Suggestive Questions

  • Are you having problems with [insert a couple of pain points] like some of our other clients?
  • Is your current solution not solving these as well as you would like?

Tie Down Questions

  • This particular package here will complement the other services you already have, doesn’t it?
  • Having a solid financial plan is a wise move when you have a young family to take care of, don’t you agree?

Impacting Questions

  • If you were to make this happen, what would it mean for you personally?
  • If you don’t solve (insert the particular challenge here), what kind of difficulties will you face going forward? What won’t happen that you want to happen?
  • What would it do for your overall revenue/workflow/pain benefit if you could handle these issues more effectively?

Open Questions

  • May I ask you some questions about your business?
  • Could you tell me about your business?
  • You specialize in X. Why did you choose that niche?
  • What are your goals for the next [3, 6, or 12] months?
  • How do you evaluate new products or services before buying?
  • Tell me about your average day. How would this solution impact your daily work?
  • What’s holding your team back from reaching your goals?
  • Why is this a priority for you now?
  • Is there anyone else you think I should speak with?
  • What is the problem you’re trying to solve?
  • What are your top [business/industry] priorities right now?

Empathetic Questions

(Ask questions that demonstrate genuine curiosity, empathy, and a desire to understand.)

  • You mentioned you want to retire in a few years. What are you thinking of doing then?
  • What’s holding you back from reaching your revenue/profit/other goals?
  • What goals and objectives do you have in general? For this area?
  • As I mentioned earlier, I’d like to share with you a few ideas that have helped our clients succeed in the X, Y, and Z areas. Before we get going, what else might you like to cover by the time we’re done with this meeting? What will make this meeting successful for you?
  • What concerns do you have about switching/implementing a new solution?

Creating a New Reality

  • Well you know how… (to create a fact that you want client to know) Everybody knows…. (Creates a fact even if client doesn’t know) builds trust in the information shared.
  • (In early sales discussions) You mentioned you’re not having a great experience with your current provider. If you work with us, what are you hoping will be different?
  • (In later sales discussions) Given all we’ve talked about, what do you see as being different if we were to move forward together?
  • What does success look like for you… your business…this project…our work together?
  • If there were no restrictions on you—money, effort, political issues, and so on—what would you change? Can you tell me why you say that?
  • If you had a magic wand and could fix one problem, what would it be?
  • Where do you want to be/go next ?

Assisting Questions

(Which question will you get a better and more informative answer from?)

  • What are some of the biggest challenges you have experienced in preparing for your future?

Vs.

  • Is the biggest challenge for you, understanding the resources available, the ease of implementation or motivation for preparing for the future?

Option 1, 2 or 3

Probing Questions

  • Why do you say that?
  • Can you explain a little more for me please?
  • Id like to know more about that could you fill me in?
  • (Reflective questioning requires you to choose a word out of the sentence and make it a question to probe more on it)
  • What’s holding you back, or stopping you right now ?

Rhetorical Questions

(What is the purpose of a rhetorical question? –To point out an obvious answer/point.)

  • If I can get 20% off today would that be ok with you?

Closed Questions (Yes/No Definitive)

  • Would you like to go ahead today?
  • Did you say you liked this package?
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