I believe superior salespeople are curious and ask questions more often than they make statements. They avoid control questions that elicit short responses and therefore don’t facilitate conversations.
Instead they prefer to ask framing questions such as, “How do you create revenue forecasts today?” These questions usually begin with the word “how” and elicit lengthy answers about areas the seller wants to explore.
When calling at executive levels I suggest you try to avoid asking questions they can’t answer.
Many senior executives will seize opportunities to delegate salespeople to lower staff. Their response is usually something like:
I don’t know but can put you in touch with the right person.
Not a good outcome for a salesperson.
The Different Types of Questions to Ask in SalesWhen calling at lower levels, consider asking questions buyers either can’t or don’t want to answer. Click & Tweet!
Asking subordinates to speak on behalf of higher levels or the organization will cause many to say they aren’t sure. For example:
In considering a new CRM software, what is your organization hoping to accomplish?If a buyer can’t or won’t answer, the seller has an opportunity to ask who within the organization would know. Click & Tweet!
My rules of thumb: At high levels avoid asking questions buyers can’t answer. At lower levels feel free to do so.
Changing Your Sales Outcomes
Download the Report
Want to see the complete list of things you can do differently to win 33% more deals this year? Read our full report or download the graphic summary.