How to Ask BETTER Sales Questions

Summary

This video script offers sales professionals insights on how to elicit deeper responses from prospects by avoiding generic questions that lead to superficial answers. It emphasizes the importance of crafting questions that provoke self-reflection and emotional openness, leading to more meaningful dialogues and better sales outcomes. The speaker provides industry-specific examples and advises on tonality and pacing to effectively engage prospects, ultimately guiding them towards recognizing their own needs for change.

Takeaways

• 🗣️ Avoid asking vague questions that lead to surface-level answers; instead, ask specific questions to encourage prospects to open up about their real problems.
• 🔍 Common sales questions are often too general and can lead to prospects giving guarded responses; tweak these questions to elicit deeper insights.
• 💡 Use skepticism in your tone to make the prospect defend their position, which can reveal their true motivations and concerns.
• 📉 Frame questions to highlight potential dissatisfaction or unmet needs, as no one is 100% satisfied with any service or product they've purchased.
• 🤔 Employ verbal pausing to give prospects time to think deeply about their answers, which can lead to more meaningful responses.
• 🚫 Refrain from using questions that prospects hear frequently from other salespeople, as this positions you as just another salesperson rather than an expert.
• 🔑 Utilize industry-specific examples to tailor your questions and connect more effectively with the prospect based on their context and needs.
• 🛡️ When questioning the adequacy of a prospect's current situation, use a tone that implies doubt but does not overtly criticize, to build trust and encourage self-reflection.
• 🔄 Encourage self-persuasion by prompting prospects to verbalize their concerns and reasons for considering a change, which can be more persuasive than you telling them.
• 🔍 Ask for clarification and probe deeper when prospects mention issues, to uncover the specifics of their problems and the potential impact on their business.
• 🔑 Understand that pain and the fear of future pain are the main drivers for change; help prospects to recognize these to create a sense of urgency and need for your product or service.

Q & A

Why do prospects often give vague, generalized answers to sales questions?

Prospects give vague, generalized answers because they are often asked vague, generalized questions. When questions are surface-level, prospects respond with surface-level answers.

What is the main problem with asking prospects, 'What's your biggest challenge?'

The main problem with this question is that it is too general. While a laydown sale might give a detailed answer, most prospects will respond with vague and generalized answers because the question itself is vague and generalized.

Why should salespeople avoid asking, 'What are two problems that keep you awake at night?'

Salespeople should avoid this question because it is overused and prospects hear it frequently from other salespeople. This makes the salesperson appear unoriginal and lowers their status in the eyes of the prospect.

How can a salesperson tweak their questions to get prospects to open up more?

Salespeople can tweak their questions by being more specific and thoughtful, using a skeptical or confused tone, and incorporating verbal pauses to allow prospects to think deeper about their answers.

What is an example of a better question for a life insurance salesperson to ask?

A better question might be, 'I mean, you guys have got this $80,000 work policy. I mean, what's caused you to feel like that might not be enough?' This question pushes the prospect to defend why they feel the policy isn't sufficient, leading them to reveal more details.

Why is it important to use verbal pauses when asking questions?

Verbal pauses are important because they give prospects time to internalize the question and think deeply about their response, leading to more detailed and thoughtful answers.

How does asking 'Are you 100% satisfied with the results you've been getting?' differ from asking 'Are you satisfied with the results you're getting?'?

Asking if a prospect is 100% satisfied is more effective because it acknowledges that no one is completely satisfied with anything, prompting the prospect to think about and discuss what they are not happy with.

What strategy can a salesperson use when a prospect is currently working with another company?

A salesperson can use a skeptical or confused tone and ask a question like, 'I mean, you've been with XYZ company for six years. I mean, it can't be all doom and gloom over there. What do you like about what they've done for you?' This approach encourages the prospect to discuss both positives and areas they would change.

How can a salesperson get a prospect to discuss the shortcomings of their current service provider?

A salesperson can ask questions that imply doubt about the current service provider's effectiveness, such as, 'I mean, you've been with XYZ vendor the last three years. I mean, they're fairly decent. I mean, what's caused you to feel like you might want to look at someone else?' This prompts the prospect to explain why they are considering a change.

What is the benefit of getting prospects to defend themselves on why they feel a certain way?

When prospects defend themselves, they are more likely to reveal their true concerns and needs. This self-persuasion is more powerful than the salesperson trying to convince them, leading to more genuine and detailed responses.