5 Most Powerful Sales Questions To Ask Without Sounding Salesy

A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery, you’ll get some powerful takeaways to better qualify leads, drive enthusiasm, and boost your chances of closing. In today’s post, I’m breaking down five of the most powerful sales questions to ask potential buyers. And best of all, these questions let you avoid sounding salesy while demonstrating yourself as the sales expert you really are. Best Sales Questions These days, successful sales isn’t just about being chatty. Sure, the gift of gab helps. But when it comes down to it, charm alone isn’t enough to seal the deal. Instead, you need to be able to explore issues, dive into problems, and offer exceptional solutions for your buyers. You need to offer value, not just a pitch. And asking questions is the best way to investigate whether your buyer’s problem is one that you can solve. But there’s a catch here—asking the wrong questions can set you up for failure. I’m talking about close-ended and manipulative inquiries like “Tell me, would you be interested in doubling your revenue this quarter?” or “What will it take to earn your business?” These types of questions are downright shit at getting real, valuable info you can use. And beyond that, they make you sound like a slimy sales rep that no one would trust. So rather than falling back on those sales cliches, start asking these five powerful sales questions instead. Doing so will let you qualify leads and give you the info you need to skyrocket your sales success. So, question one… 1: “Does It Make Sense to…?” This is one of my personal favorites because it virtually eliminates the need to “close” on deals. You know, when you’ve spent days or even weeks on a potential buyer and then nerve-wrackingly have to ask them for their business. Closing that way sucks. And it puts a lot on the line, too. If they walk away, you’re out tons of lost time. But when you ask this clever sales question along the way—I mean when… “Does it make sense to set up a call?” Setting up discovery calls… “Does it make sense to schedule a time so you can see it in action?” Moving on to demos… “Does it make sense to bring in our product team to dive deeper into the specs?” Discussing product specs, all of it… When you do that, you’re getting continuous buy-in from the prospect. Plus, buyers will have the opportunity to tell you exactly what’s holding them back from taking the next step, giving you the chance to address any of their nagging objections. Best of all, you get to avoid all that nail-biting of the “will they, won’t they” right before you ask for your business. 2: “Why Can’t You Solve This Problem Yourself?” Why can’t you solve this problem yourself? This one in particular is great for qualifying leads. On the one hand, this question helps you uncover more about the problem and the obstacles you might face as you try to solve it. And maybe a prospect that seemed like a good fit turns out not to be a match as a result. But beyond that, this question also lets you evaluate their need. Do they even need you? In most industries, the clients you want to work with won’t be able to do the same job your product or service is doing. Otherwise, you’ll likely run into plenty of issues down the line, like questioning your judgment or asking for the job to be redone entirely. If they can solve the problem themselves, they’re not going to value what you do as much as they should. And it’s better just to move on. 3: “When Do You Need This Solved By? This powerful sales question gets to the heart of one of the most important issues—timeline. Are they hoping to solve the problem in a few weeks, but your product requires a two-month implementation? Are they planning ahead for a few years from now,