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:
2. "What happens if nothing changes?"
This question forces the prospect to picture the cost of inaction.
It drives:
3. "How have you tried to solve this before?"
Why it’s powerful:
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:
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:
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?”
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We don’t just help you close more — we help you close better.
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