Sales qualification is a game of questions. Unless you ask the right questions, you won’t uncover the right needs. Unless you ask the right questions, you won’t understand the right problems to solve.
But there’s an art to asking sales questions. Which is why I’d like to share these tips for asking more effective sales qualification questions.
Asking the Right Questions in Sales
- Ask Permission
- Start Broad, Get Specific
- Build on Previous Responses
- Use Industry Jargon (When Appropriate)
- Keep Questions Simple
- Use a Logical Question Sequence
- Keep Questions Non-Threatening
- Explain the Relevance of Sensitive Questions
- Focus on Desired Benefits
- Maintain a Consultative Attitude
- Carefully Navigate Transitions
- Don’t Ask “Yes” or “No” Questions
- When in Doubt, ask, “Why”
- Ask Who Else You Should Speak With
- Resist the Temptation to Pitch
1. Ask permission
In some situations, it’s understood that you’re there to gather information. In other situations, it’s appropriate…
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