Ditch the pitch, ask the right questions instead!

When I had my first sales meeting, I was nervous and excited. I had a great pitch and a big smile, ready to impress the client. But then they said something that made my heart sink: “Actually, that doesn’t quite address our main concern.”?

I realized I had wasted my time and theirs, because I didn’t understand what they really wanted.?

That day, I learned a very important lesson: people don’t buy features, they buy solutions. And the best way to find out those solutions? Ask the right questions.?

Since then, I’ve changed my sales style completely. I stopped using a scripted pitch and started using a curious, question-based approach. I’ve seen amazing results: more deals, more happy customers, and more confidence.?

Why Questions Are the Key to Sales Success

Have you ever given a long sales pitch and then heard nothing but silence? That’s a bad sign.?

Questions are the opposite: they break the ice, get your audience involved, and most importantly, reveal valuable information. It’s like fishing: the more you know about the water (their needs), the better your bait (solution) and the more likely you are to catch that fish (sale).

How to Go from a Bad Presenter to a Great Questioner

Now, you can’t just ask any random question. You need to ask smart questions that go deeper than “are you interested?” Here’s how you can do that:

Start with Open-Ended Questions, Not Closed Ones?

Don’t ask yes/no questions that end the conversation. Ask open-ended questions that start the conversation. For example, ask “What are your biggest challenges with X?” or “What would your ideal solution look like?” These questions invite them to share more about their pain points and goals.?

Go Deeper with “Why”

After they’ve told you their initial thoughts, don’t stop there. Ask “Why?” to get to the root of their problems. For example, if they say “My website needs work,” ask “Why? Are you losing traffic, struggling with conversions, or something else?”. This helps you customize your solution to their specific needs.

Clarify with Follow-Up Questions?

You know the game of telephone, right? Communication can get messy. Make sure you understand everything by repeating key points and asking for confirmation. For example, say “So, if I got it right, your main concern is X, and you’re looking for a solution that Y?”.

Don’t Forget the Value Question

Remember, you’re not just having a chat, you’re offering a solution. Gently steer the conversation towards how your product/service can help them. Ask things like “Have you tried solutions like ours before?” or “How do you think our product could help you solve X?”.

Be a Mirror, Not a Parrot

Don’t sound like a robot with rehearsed questions. Listen actively and adjust your questions based on their answers.?

Checklist for Sales-Winning Questions

• Open-ended: Start with "what," "why," "how," and "could."
• Dig deeper: Follow up with "why" to understand the root of their needs.
• Clarify and confirm: Use follow-up questions to ensure understanding.
• Connect to value: Ask how your solution addresses their specific needs.
• Be flexible: Adapt your questions based on their responses.

From Questions to Conversions

By mastering the art of questioning, you'll not only understand your leads better but also:

• Build trust: They'll see you're genuinely interested in helping, not just making a sale.
• Present targeted solutions: Tailor your pitch to their specific needs, increasing its effectiveness.
• Control the conversation: Guide the discussion towards highlighting your product's value.

Remember, questioning is a skill, not a magic spell.?

Practice with colleagues, role-play scenarios, and most importantly, actively listen to your leads.?

Soon, you'll be closing deals with confidence, leaving the competition wondering how you do it.?

Now, go forth and ask with purpose!

Thanks for reading this, my dear sales enthusiast.

If you're ready to make efforts with sales through LinkedIn and beyond on another level, I am always here. Book a free consultation with me right now.?

I'll help you identify the right sales framework, develop effective organic marketing techniques, and implement strategies to streamline your lead generation process.

For those who are with me for the first time:?

I’m Amy Bradley , a Sales and Lead Generation expert, who can help you create sales success stories through meaningful connections.?

Let me help you take your sales game to the next level.