Questions Matter

One of the first things any good sales person learns to do is come up with answers—answers to questions the prospect has, answers to objections the prospect has, and answers to why their product is the best product or service that a prospect can buy.

But learning to ask good questions is even more important. The right questions can point you in the direction of the problem and it’s the problems that you solve that convince people to buy. Ask questions that allow your prospect to answer freely and explore possibilities without feeling pressured to buy. Ask open ended, not yes or no, questions. Ask questions that fit the personality style (driver, analytic, expressive or amiable) of the prospect. Ask questions that demonstrate you’ve actually thought about the problem, business or challenge your prospect or customer has.

Answers are great. There’s a time and a place for them, but it’s questions that keep the conversation going.


“Computers are useless. They can only give you answers.”
—Pablo Picasso

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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