My Most Productive Sales Questions

Over the past 30 years in global B2B sales, I have found a number of questions that accelerate the decision making process for my customers. Remember the customer is always the “pilot” but you, by your effective probing, are the “navigator.” Let’s look at my top fifteen most effective questions when having a discussion with customers in the B2B environment.

1. Tell me about your goals and strategy to achieve your firm’s targets this year.

This helps you align with the organization focus and success.

2. What circumstances or changes are causing you to solve this problem now?

Externals, market changes, circumstances and timing can play a role how serious a problem is.

3. If you could improve anything in your current system, process, or people, what would be your top three focus areas this year? 

The client begins to think about major obstacles and possible solutions.

4. You mentioned a problem with _________. Why is that a concern?

This uncovers the “Need behind the Need” usually financial, image or productivity.

5. My goal is to support your success in 2017. Can you describe a successful outcome for overcoming this problem? 

Touches the customer heart as you are seen as helpful in their success.

6. What do you think are the root causes of this problem?

Helps the customer analyze the real causes of his/her problem.

7. Can you elaborate on what you just said? What do you mean? 

These two questions always get you out of trouble if you cannot understand or possibly not listening properly.

8. Besides yourself, who else in involved in making this purchase decision?

Asking this way gives an influencer “face” and you then find out the key players in the decision.

9. What is the process for getting a decision on moving forward?

In B2B sales there usually is a buying process. Discovering it can accelerate the buying decision.

10. If we could help you solve this problem, what might be the positive impact on your company or department?

This is a positive impact question that encourages the customer to tackle the issue.

11. How do you feel about this?

All decisions have logic and emotions. Find out how the customer feels about the discussion, problem and possible solution.

12. If there were no budget (or time) constraints, how would you tackle this issue?

Sometimes removing constraints moves the customer to a more positive mindset to solve a problem.

13. How may I help you be more successful in this area?

This question, when said with a sincere heart shows the customer you care and are more trustable.

14. What have I missed in our discussion that could help me serve you better?

Here you may capture a need or information that makes for a better solution or decision.

15. What other concerns might you have before we move forward?

Sometimes customers may not volunteer feelings or sensitive concerns. This opens the door to learn more before you move forward.

Why not print out these questions, or put them in your smart phone and carry them with you during your sales call. Study them, use them and you will accelerate your success!

Enjoy the week asking powerful questions!