English

Module 1: The Modern Sales Mindset

Module 2: The Sales Process: A Step-by-Step Guide

Module 4: Essential Tools and Techniques

Module 5: Final Assessment

Content

Asking powerful questions is the most direct way to get a customer to talk. The goal is to move beyond surface-level chatter and get to the heart of their problem. By asking insightful questions, you demonstrate expertise, build credibility, and empower the customer to share their full story.

1. The Difference Between Closed and Open-Ended Questions

Closed-Ended Questions:

These questions can be answered with a simple "yes" or "no" or a single fact. They are useful for confirming information but are not effective for discovering a customer’s needs.

Examples: "Are you ready to move forward?" or "Do you have a budget for this?"

Open-Ended Questions:

These questions require a thoughtful, detailed response. They encourage the customer to elaborate, providing you with valuable insights and context. These are your most important tools in a discovery call. The best open-ended questions start with words like How, What, Why, Who, When, and Where.

2. Asking Powerful Questions

A great sales professional uses a sequence of open-ended questions to guide the conversation and uncover the customer's world.

01

Start Broad:

Begin with big-picture questions to get a general understanding of the situation.

  • "Tell me about your current process. What's working well for you and what are the biggest challenges?"

  • "What would a successful outcome look like for you?"

02

Drill Down for Specifics:

As the customer shares, follow up with questions that get to the details of their pain points.

  • "When you say 'it's not working for us,' what do you mean by that specifically?"

  • "How is that challenge impacting your team's productivity?"

  • "Why is that a priority for you right now?"

03

Use Strategic Silence:

After you ask a powerful question, be quiet. Let the customer fill the silence. They may need a moment to think, and you will often be rewarded with a more thoughtful, detailed answer.