By Josh Slone
10 Best Sales Questions to Ask on a Sales Call
It’s happened to everyone.
You dial the number, get a hold of the lead for a qualifying call, and start having the conversation. Things are moving along and —BOOM!—you don’t know how to proceed.
It’s because you don’t know the best sales questions to ask on a sales call.
This may be rare, but it’s not lack of knowledge or poor communication.
Sometimes, you just blank. You have no idea what to do, but you have to get this call out of the ditch.
After all, you called them.
Qualifying a lead is a delicate balance between your natural ability to move a conversation and a predetermined set of things to find out. So, what are some of the very best sales questions to ask on a sales call?
That’s what we hope to go over today.
A Quick Word on Using the Questions
First, we need to talk for a second about extracting the data.
Yes, you’re trying to gauge how likely they are to buying. But this isn’t accomplished by simply asking questions and listening to the answer.
And getting it sometimes requires follow-ups.
If you’re too scripted, you’ll just move on to the next question and possibly miss out on the things that will actually close deals. You have to be careful to listen and keep asking until you understand.
Let’s do a little example question before we get to the rest.
“What might cause you to change suppliers?”
A classic question that gets some pretty typical answers. “If it costs less.” or “If another solution had X or Y feature?”
Those answers aren’t going to move the conversation along, but they could give you an opportunity to find out more.
Follow-ups are needed to set them up a bit. “Does your current solution solve X or Y well enough for you?” “How well do you think [solution] has been implemented?” “Is it living up to expectations?”
Getting answers for all of these questions under the framework of “changing suppliers” does several things.
- Really gets to the reasons they may switch.
- Reduces confidence in their current solution.
- Allows you to warm the lead by expressing the strong points of your product.
- Gives you insights into how they view the need and use of both the pain and solutions to it.
Bottom Line: All of the questions you ask should be connected to the goal of qualifying a lead and each question should have a follow-up or two that help you dive deeper and get that valuable intel. All of our suggested questions will have some additional suggestions, too!
Savvy? Let’s go.
Our List of Best Sales Questions to Ask on a Sales Call
Question #1: What’s it like living in/next to [insert weather, landmark, or natural marker] all the time?
For instance, “I see you’re in Ohio. What’s it like living with the cold winters out there? We don’t have those here in Arizona.” Or, “You’re that close to the beaches in Destin; you have to go there all the time, Go to the full article.