7 Rules for Asking Great Sales Questions

Here are the 7 rules for asking great sales questions, with some quick examples:

Rule #1: They flatter the prospect’s ego without seeming smarmy.

Bad: “Where you did you buy that elegant suit?”

Better: “How did you learn so much about this industry so quickly?”

Rule #2: They show respect for the prospect’s unique knowledge.

Bad: “What’s the reporting structure of your department?”

Better: “What was the thinking behind your organizational structure?”

Rule #3: They don’t sound like a question from a job interview.

Bad: “Where did you work before you came here?”

Better: “How have you been able to use your experience here?”

Rule #4: They provide an opportunity for the prospect to expound.

Bad: “Do you have a budget?”

Better: “What’s the process for securing a budget for this type of product?”

Rule #5: They provide a change of pace from the prospect’s day-to-day routine.

Bad: “What are your responsibilities in the organization.”

Better: “What do you enjoy most about working here?”

Rule #6: They provide a smooth launch pad into the next topic.

Bad: “Are my competitors calling on you?”

Better: “Can you step me through your decision-making process?”

Rule #7: They build on something the contact just said.

Bad: “Not to change the subject, but are you interested?”

Better: “Based on what you’ve said, how can we best work together?”

Post on BNET by Geoffrey James