3 Ways You Ask Sales Questions And The One That Works Best

There are three ways to ask sales questions. The first way is really bad. The second way is better, but still not great. The third way is solid gold.

ONE: You can let them decide on their own. Here are three examples:

1. Let me know if you want to talk further…
2. Let me know if you think it’s a good fit…
3. Let me know if you’d like to move forward..

This approach sounds like it’s low pressure and it suggests a welcome freedom. It’s actually poor leadership. Freedom requires structure, “Let me know” has zero structure. It’s like letting a plastic bag go into the wind. All it does is wind up polluting the environment.

TWO: You can ask a yes or no question. Here are three examples:

1. Should we set up some time to talk?
2. Does this seem like it would be a good fit?
3. Would you like to purchase this today?

To be fair, these questions are better. They’re a direct call to action. However, they risk tripping what psychologists call psychological reactance. This is a fancy term for the feeling you get when you’re trapped in a corner and want to lash out. Many yes/no questions are directly responsible for the ill feelings that many have toward sales in general. Avoid them in your sales conversations.

THREE: You can let them choose. Here are three examples:

• Should we set up some time to talk or should I get out of your hair?
• Does this seem like it would be a good fit or is this not what you had in mind?
• Would you like to purchase this today or am I off base?

These questions create the freedom to choose – a fundamental human drive. They create structure. They create safety. They lead the prospect to a choice. Why should we do this? It’s the prospect’s responsibility to decide (not the sales person). These are the questions that work best because they lead to ownership. The prospect is being given a choice to take ownership or not. It makes all the difference for you, and for them.

I hope this helps.