An effective salesperson should be able to ask a variety of sales questions, depending on the client and the situation.
To be more successful in sales, ask your clients questions that will help you close deals and build stronger client relationships.
In this article, we explain what salesperson questions are and give examples of salesperson questions that can help you identify client needs:
1. Tell me more.
Some of the sales questions on this list do not have question marks at the end, but they are still designed to get the prospect to think more deeply about the issue and identify what is holding them back. When the prospect says something that might be important, instead of agreeing with them, say, “Tell me more about that.” This will help them to really understand the issue.
2. Why is that?
A good salesperson should try to understand their prospect’s needs better than anyone else, including the prospect’s spouse. The more the salesperson understands about the prospect’s needs, the more likely it is that the prospect will think the salesperson has the solution to their problem. Asking questions such as “Why is that?” allows the salesperson to get more information from the prospect and help the prospect think about potential solutions to their concerns.
3. Unpack that
If your prospect says that the economy has been crazy this year, ask them to explain what they mean. Find out if they think the economy has been good, bad, or somewhere in between.
4. Why?
When you use the right tone of voice, asking “why” can make prospects think carefully about what is happening in their lives. Asking a question like “why” at the right time shows expertise. Salespeople sometimes mistakenly believe that asking “why” makes it appear as if they do not understand something they should already know. In reality, this is precisely why you should ask the question—you do not yet fully understand their situation.
5. Really?
Asking “really?” in a way that matches the tone of the conversation can totally change the direction of the sale. However you want to say it, asking “really?” is a powerful way to get the prospect to explain what is happening and to keep talking.
6. What makes you say that?
Whenever a prospect asks you a question or says something that’s unclear, use the following response to encourage them to explain their thought process: “Well, what makes you say that?” There are usually two layers of consciousness, and this question helps you get to the root of what they are thinking.
7. Why do you think that is?
This sales question focuses on understanding what the prospect is thinking. It is more important to understand the thoughts of the prospect than to focus on your own thoughts.
8. What have you done to fix that?
This question is designed to get the salesperson to switch gears and start talking about whether the customer has tried to address their challenge in the past and how they went about it. If the customer hasn’t done anything, that could indicate that it’s not a priority for them.
9. How does this affect you?
You can gauge how important finding a solution is to your prospect by the way they talk about the challenge they brought up. You don’t need to know personal details, but you want to understand how the issue is affecting them.
10. What have you done to solve this?
At its core, this question is simply a way of asking prospects what they have done to try and find a solution to their problem. The question is powerful because it is so straightforward. This question can help you to understand where your prospect is in their decision-making process.
11. What’s your top priority?
What is your number one priority when it comes to [X]?
12. Do you have your calendar on you?
This is one of my favorite sales questions to ask prospects, especially when it comes to scheduling next steps. I love this question because it takes advantage of the fact that everyone always has their calendar on them, whether it’s on their phone or computer. All you have to do is ask the prospect if they’re available, and then you can use that momentum to schedule your next step together.
13. Does this all make sense so far?
Asking questions like this throughout your sales presentation enables you to keep the prospect engaged by soliciting their feedback and creating a real dialogue. Additionally, it allows you to gauge their understanding and make sure you are on the right track. If they indicate that they understand what you are saying, you can continue with confidence. However, if they say they do not understand, it gives you the opportunity to course-correct and figure out what needs to be clarified.
14. Do you see what I mean by that?
Basically, are you understanding what I’m saying? I refer to these as feedback loops in my sales method. Feedback loops are when the conversation goes back and forth between us and it’s very helpful.
15. How do you typically make decisions like this?
Instead of asking directly if the prospect is the decision maker, or what their decision-making process is, you can ask “How do you typically make decisions like this?” This is a gentler way of understanding how decisions are made, and will also help the prospect clarify what their own decision-making process is going to be.
16. What’s a realistic timeframe for this?
If you know how long someone plans to use something, you can offer them better options that fit that timeline instead of ones they won’t like.
17. What would you like to do next?
I think this is an excellent final question. If you’ve been asking the right questions and demonstrating that you understand the prospect’s challenge, then you’ve already done the hard work. The prospect feels like they’re in control, but really you’re the one who’s been steering the conversation.
Salesperson questions for understanding product opinion
When you speak with a client, they may have just started using your product, be trying it out, or been using it for a long time. Here are some questions you can ask to better understand your client’s product opinion:
Are you happy with the product?
This question can help you understand how the client feels about the product. If they are happy with it, they are more likely to buy it again. If they are not happy with it, you can use their feedback to improve the product. You may also be able to help them use the product more effectively or explain features they may not have fully understood.
What does our competitor’s product do better than ours?
Asking a customer who has used a competitor’s product or is currently using one what they value about it shows that you are open to improving your product to better meet their needs. This growth mindset as a salesperson not only benefits you but also improves the product for your clients.
How would you rate our customer service?
It’s not just the product that’s important in the client-salesperson relationship, it’s also making the client feel important and listened to. If they have issues with a product they’ve bought or are thinking of buying, they need to feel like their concerns are being taken seriously. Asking them to rate your customer service shows that you care about providing a good service, and gives you useful feedback on how to improve your sales methods.
Salesperson questions for getting to know your client
To be a great seller, you need to understand the product and ask significant questions. But that’s not all. You also need to know your client and their unique personality. Here are some questions to consider:
Are you attending any events or conferences this year?
Instead of wondering what it is that your client is interested in, ask them about the events and conferences they have scheduled. This question will give them an opportunity to talk about themselves and reveal what they are really passionate about. For example, if they bring up that they are attending two different marketing conferences within the next few months, it might mean that they want to improve their marketing skills and knowledge.
What are your plans for the weekend?
After you ask your client this question and they answer, you can follow up with more questions about how they spend their free time and what kinds of things they like to do. This will give you a better idea of what they’re interested in and how you can appeal to those interests. The question is “what do you like to do outside of work?” This question is good because it allows the client to relax and build a rapport with you, which can help you learn more about the client’s needs and interests.
Additional questions about client needs
Here are some other examples of sales questions you can ask to identify your client’s needs:
Is customer support important to you?
What is preventing you from being successful at this time?
Currently, what are your most important projects?
What do you hope to find when you make a purchase?
What are your biggest pain points?
What are your employer’s short-term and long-term goals?
What are your current deadlines?
Can I ask some questions about your business situation?
How would you describe your priorities this quarter?
What are your plans for the future and how are you going to achieve them?
What are your three biggest challenges?
Currently, what are your top three priorities?
What qualities do you like about your current vendor?
What kind of supplier relationship are you looking for? When looking for a new service, how would you describe the qualities you are looking for: I would like the service to be reliable, so that I can depend on it; I would like the service to be affordable, so that it fits into my budget; I would like the service to be flexible, so that I can use it in the way that I want to.
What would you like to accomplish?
What outcome would you like to see from using this product?
What do you think could be improved about your current vendor?
What would you need to surpass your current goals?
Why did you choose your current vendor?
Additional questions about product opinion
Here are some other examples of sales questions that can help you understand product opinion:
Is there anything you would improve about the product?
What do your experiences buying this product look like?
What is your ideal purchasing process?
What meaning does this purchase hold?
When was the last time you invested in a service like this?
Do you want to improve the product by adding something to it?
Would you recommend the product to others?
How satisfied are you with your service?
What do you like about the product?
How does our product make you feel?
Do you most prioritize price, quality or service?
Would you share some specific feedback about our product?
How would you rate your satisfaction with the product?
Does your whole team use our product?