How to Ask BETTER Sales Questions

Summary

In this video, the speaker shares effective strategies for salespeople to improve their questioning techniques and get prospects to open up about their true problems. He explains why vague, generalized questions often lead to surface-level answers, and offers specific tweaks to encourage prospects to defend their current situation and articulate their real challenges. By using more precise, probing questions and adjusting tonality and pacing, salespeople can create more persuasive conversations, ultimately leading to higher conversion rates and fewer objections. The video encourages adopting a consultative approach to sales, focusing on the emotional drivers of change.

Takeaways

• 😀 Ask impactful, non-generic questions to get deeper responses from your prospects.
• 😀 Vague, surface-level questions lead to vague, surface-level answers. Be specific with your inquiries.
• 😀 Use a skeptical or confused tone to get your prospects to defend their current situation and explain why they want to change.
• 😀 Pausing after asking a question allows your prospects to think deeply and internalize what you're asking.
• 😀 The phrase 'Are you 100% satisfied?' makes prospects think critically, as no one is ever fully satisfied with any service or product.
• 😀 Instead of telling your prospects what's wrong, get them to identify it themselves, as this is more persuasive.
• 😀 Avoid asking questions that your prospects are used to hearing from other salespeople, as they may dismiss you as just another seller.
• 😀 Verbal pacing (pausing during your questions) encourages prospects to open up and gives them time to reflect.
• 😀 For B2B sales, subtly imply that the current vendor might not be perfect but don’t outright criticize them, fostering a balanced discussion.
• 😀 By getting prospects to explain why they feel something isn’t enough or isn’t working, you tap into their deeper emotions and motivations to change.

Q & A

Why do salespeople often get vague, surface-level answers from prospects?

Salespeople often get vague, surface-level answers because they ask vague, generalized questions. These types of questions make prospects feel guarded and unwilling to share their real problems.

What is the impact of asking generic questions like 'What’s your biggest challenge?'

Asking generic questions like 'What’s your biggest challenge?' leads to vague responses, as most prospects either don’t have an immediate answer or give a surface-level response that doesn’t reveal their true pain points.

How can salespeople improve their questioning technique to get more insightful answers?

Salespeople can improve their questioning by asking more specific, targeted questions that challenge prospects to defend their current situation and think deeper about their needs. Slowing down the pace and using strategic pauses can also encourage prospects to provide more thoughtful responses.

Why is the question 'What are two problems that keep you awake at night?' ineffective?

This question is ineffective because prospects are used to hearing it from many salespeople. It sounds too generic, and prospects have learned to avoid revealing their real concerns, often giving a vague or dismissive response.

What is the purpose of deliberately pushing a prospect away in sales questioning?

The purpose of pushing a prospect away is to get them to defend their current decisions and explain why they feel their existing solution isn’t sufficient. This helps them to articulate their true concerns, which gives the salesperson valuable insights into their needs.

How does using a skeptical or confused tone help in sales?

Using a skeptical or confused tone prompts the prospect to explain themselves more thoroughly. By subtly implying that their current solution may not be enough, the salesperson encourages the prospect to justify their decision and provide deeper insights.

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

Verbal pauses give the prospect time to think about their answer, leading to deeper reflection. If a salesperson asks a question too quickly, the prospect doesn’t have time to internalize it, leading to more superficial responses.

How does asking 'Are you 100% satisfied with the results you've been getting?' influence the conversation?

Asking if a prospect is 100% satisfied forces them to think critically about whether they are truly happy with their current situation. Most prospects will say they are not 100% satisfied, leading to a deeper conversation about what they want to change.

What role does emotional pain or fear of future pain play in a prospect's decision-making process?

Emotional pain or the fear of future pain is a key driver in a prospect's decision to change. If a salesperson can help the prospect relive their current pain or fear the consequences of inaction, it creates a sense of urgency for the prospect to find a solution.

How can salespeople prevent objections during the sales process?

Salespeople can prevent objections by asking the right questions early on that help the prospect articulate their challenges. By addressing concerns before they arise, salespeople reduce the likelihood of objections later in the conversation.