According to Deb Calvert, author of DISCOVER Questions Get You Connected, most salespeople rely on the same three types of questions: Straightforward fact-gathering questions, objection-surfacing questions, and goal-assessment questions.
These question “flavors” can be highly valuable, but only if you combine them with other ones. Three types of questions will lead to just three types of answers — and that means you’ll likely overlook valuable information, misdiagnose pain, make incorrect assumptions, and dig into the wrong areas.
To avoid these mistakes, incorporate the seven question categories below into your sales conversations.
The 7 Types of Sales Questions Reps Should Ask Prospects
1) Fact-Gathering Questions
Fact-gathering questions give you more insight, background, or context. Prospects can usually answer them in one or two sentences.
Although these questions are helpful for learning more about your buyer’s situation, the buyer doesn’t benefit. After all, they’re reciting information they already know.
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