12 Must-Ask Questions For Your Next Sales Call

Let’s face it. You probably don’t want to spend hours investing time and energy into dead-end sales calls. So don’t! 

Use Question-Based Selling!

Instead, engage the person on the other end of the line with simple, open-ended questions that spark conversation. Then, let the conversation take on a life of its own, and when there’s a lull, come back to the list below to keep up the momentum of your sales call.

Take advantage of these 12 must-ask questions for your next sales call. 

#1 If we were to meet up again one year from now, what would ‘X’ look like in an ideal situation?

This question is about getting your prospect to clarify their goals, and to visualize how things would be better if they achieved them. Of course, if you ask about goals, you’ll be able to see how your business can help your prospect’s business achieve them. Don’t forget to take notes so that you can bring this topic up in conversations down the road. When your prospects know that you care about their business goals, you’ll be able to establish even more trust.

#2 What obstacles do you anticipate in achieving that vision?

As a sales rep, you’ll need to explore the prospect’s goals AND potential challenges that may get in the way. That way, you can decide what approach would work best for the eventual plan that you’ll layout for them. 

To boost your credibility, ask your prospects whether they have experienced some of the same challenges as your current clients. This shows that this isn’t your first rodeo and that you’ve not only helped others in the past, but you’re here to help them now.

#3 What changes do you need to make to overcome them?

As a sales rep, you’ll need to explore the prospect’s goals AND potential challenges that may get in the way. That way, you can decide what approach would work best for the eventual plan that you’ll layout for them. 

To boost your credibility, ask your prospects whether they have experienced some of the same challenges as your current clients. This shows that this isn’t your first rodeo and that you’ve not only helped others in the past, but you’re here to help them now.

#4 What kinds of concerns do you have when it comes to making changes?

As always, be a listening ear. Your prospect could have some legitimate concerns about this change. There could be all kinds of aspects that you may not have considered, like burning bridges with other companies, disagreements among the ranks, or budget issues. Offer to ease the burden in whatever way you can, but be sure not to offer in an area where you may not be able to deliver.

#5 What are the strengths of your current business/resources/process that you can take advantage of?

Get down to the nitty-gritty by asking your prospect to expand on their previous answer about day-to-day operations. This shows you what aspects of their current process are valuable to them so that you can help them maintain them as you propose a new solution.

#6 What are the weaknesses of your current business/resources/process that you are concerned about?

Getting your prospect to expand on their pain points allows you to note areas where you can be of service. This is one of the most important questions that you can ask, so don’t rush through. If your prospect mentions a pain point, ask them to elaborate so that you can really grasp the hows and whys.

#7 How important is it to you to fix that?

Getting your prospect to acknowledge the importance of solving their problems, and getting them emotionally connected to the problem/solution is, is a critical step to transition to presenting your offer and closing a deal.

#8 What questions do you have for me?

This question allows your prospect to take the reins and allows you to explain what you do. Your prospect may have questions about costs, the efficiency of your product or service, or prior projects you’ve completed, so be ready. This part of the sales call is free reign for your prospect, so you need to be on your toes. 

#9 What other options are you considering?

This is a great question because you’ll have the opportunity to explain what sets you apart from your competition. Of course, you’ll have to study your competitors’ offerings and prices before this conversation ever takes place so that you’re prepared to make a case for your business.

#10 In order to move forward, what other information would you like me to provide?

Whether it’s brochures, price sheets, reviews or testimonials, or a demo, let your prospect call the shots on what is needed to move the sales process forward.

#11 Who else would we need to involve in this conversation?

Again, it’s all about moving forward, and asking your prospect who you should speak to next allows you to get the ball rolling without being too aggressive. If they’re interested in your product or service, you should be able to secure the name and/or department and contact information of a person with decision-making power at the business. 

One quick word of warning: you don’t want to downplay how important the current prospect (the one you’re speaking with) is to this process, so don’t obsess over getting this information right now.

Taking Control of the Sales Call

Implement the questions above to convey not only concern for your prospects but also confidence that you can be a part of their solution. Of course, it’s all about organic trust-building, so if the conversation goes in an unexpected direction, relax and go with it and, when possible, return to your must-have questions when time allows.

If you're struggling in sales, give these suggestions a try and if you need help finding a custom solution that will absolutely work for you, book a free strategy call with us.