The Questions Top-Performing Salespeople Ask That Others Don’t

Top-performing salespeople don’t just talk more. They ask better.

Because better questions = better deals.

If your team is stuck in pitch mode, here’s the shift: Train them to ask questions that uncover truth, urgency, and budget.

Here’s a breakdown of what elite reps ask — and why it works.

1. "Why now?"

Most reps ask: “When are you looking to make a decision?”

Top reps ask:

“What’s changed that made you start looking into this now?”

Why it works:

• Uncovers urgency
• Surfaces pain
• Builds emotional connection

2. "What happens if nothing changes?"

This question forces the prospect to picture the cost of inaction.

It drives:

• Emotional clarity
• Realisation of stakes
• Momentum toward a solution

3. "How have you tried to solve this before?"

Why it’s powerful:

• Reveals buying history
• Exposes dissatisfaction with past solutions
• Helps position your offer as different

4. "Who else cares about fixing this?"

Not just about the decision-maker — about the influencers.

Top reps map the full decision landscape. This tells you:

• Who’s in the loop
• Who might block the deal
• Who to align with

5. "What would a home run look like 90 days from now?"

This isn’t about features. It’s about outcomes.

Elite reps help the buyer imagine success.

That creates:

• Stronger vision
• Better framing of value
• More reason to act

Coaching Tip:

Train your team to ask these early in the process — not just at close.

And coach them to listen. Most insights aren’t in the first answer — they’re in the follow-up:

“Tell me more about that.” “Why is that important to you?”

Want to Uplevel the Way Your Team Sells?

Our sales coaching includes:

• Call reviews
• Objection handling
• Advanced question training

We don’t just help you close more — we help you close better.

Book your Free Sales Audit today >>