5 Key Sales Questions To Ask In Every Call

In the world of sales, there’s a common misconception that the best salespeople are the smoothest talkers, reminiscent of characters like Leonardo DiCaprio’s in “The Wolf of Wall Street.”

However, this couldn’t be further from the truth. In reality, the most successful sales professionals excel not in talking, but in listening. They possess the skill to ask poignant, insightful questions that drive sales conversations forward.

Let’s explore the five critical questions that every salesperson should ask to turn leads into customers and grow their business effectively.

1. Transitioning from Rapport Building to Business

Good rapport-building is critical to a sales engagement. Remember, people buy from people, even today in this AI-crazed world (and maybe even moreso!). But, once you’ve established solid rapport with a prospect, it’s essential to transition the conversation to the matter at hand.

A respectful and effective way to do this is by asking,

In order to maximize our time together, would you mind if we got started now?

This question shows respect for the prospect’s time and subtly shifts the focus to the business at hand.

2. Understanding Buyer Motivation

Immediately after you’ve gotten your prospect’s OK to move ahead with the call it’s time to dive into the matter at hand. Namely, why did they schedule this call with you.

But there are some specifics we want to get out of this question, things that will frame the motivation of a buyer.

A key question to understand why a prospect has engaged with you is:

What was going on in your life that made you reach out to schedule this call today?

This question gets into the circumstances that led them to seek your service or product, offering valuable context and insight into their needs and motivations.

We’ll use these motivations (fears, desires, ambitions) later in the call when we reposition those as the solution we provide.

3. Envisioning a Successful Outcome

All of us need to know what the definition of “done” is in our jobs. And sales is no different.

To ensure that you have alignment with a prospect as to what a successful outcome would look like, it’s great to just ask.

To gauge what the prospect is hoping to achieve, ask,

Imagine we work together, and our solution fits well for you. What needs to be true for you to consider this a successful engagement?

This question helps in understanding their goals and expectations, allowing you to tailor your pitch to meet those specific objectives.

Their answer here will likely include a timeline, specific and measurable outcomes, and will paint the picture of the future state they hope to be in as a result of working with you.

4. Identifying Obstacles

A crucial aspect of any sales conversation is understanding the challenges a prospect faces. The challenge here is that often times a prospect won’t even realize the depth of the issue they’re facing. This is where great open ended. probing questions can really help a potential customer grasp the situation they’re in, and how valuable your solution can be when it’s time to discuss that.

By asking:

What is holding you back from achieving this on your own?

you can identify their pain points, whether it be time, resources, or expertise. This understanding allows you to position your product or service as the solution to these specific challenges.

5. Aligning Your Solution with Their Needs

Now that we’ve asked the prospect about the goals, fears, and current situation it’s time to see how we can help.

For this, I like to simply ask:

What were you hoping that I could do to help you?

This question encourages them to articulate their expectations and needs, allowing you to align your offerings with their requirements. It also helps in qualifying the lead, ensuring that your solutions are a good fit for their problems.

Wrapping Up

These five questions are not random questions you might as a prospect; they are tools that enable you to lead the sales conversation effectively.

They help you to build empathy, establish a connection, and position yourself as a partner in addressing your prospect’s needs.

Remember, successful sales are not just about closing deals but about creating relationships and providing value. By mastering these questions, you can enhance your sales approach, ensuring more meaningful conversations and better outcomes for both you and your prospects.

If you’re looking to level up your founder-led sales game let’s chat. I offer 1-on-1 coaching to founders who are looking to scale their companies.

Book a free 30-minute consultation today.