A Guide to Sales Call Questions

What is the need for Perfect Sales Questions on a Sales Call?

Albert Einstein had once told that, “If I had an hour to solve a problem and my life depended on it, I would use the first 55 minutes determining the proper questions to ask.”Hence, it’s pretty obvious on how important Sales Questions are during Sales Call.

Sales questions during a typical Sales Call, are great for helping you find out what’s going on in your prospects’ worlds. They help you connect with buyers personally, understand their needs, understand what’s important to them, and help them create better futures for themselves.

Today’s buyers are complex. They have confusing wants and needs. They’re strapped for time. They’re hesitant to share information, yet have endless access to product details online.

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One of the biggest mistakes a salesperson makes is to assume something about the buyer. Asking questions minimizes the risk of assuming. So, ask open-ended sales questions that begin with words like what, how, why, where, when and who.

Try to avoid yes or no questions. A string of yes or no questions can also end up feeling like an interrogation and not a useful conversation. To avoid that, use probing sales questions.

Best Sales Questions to ask on a Sales Call –

In sales, it’s more about the questions you ask than about the answers you give. Questions enable you to practice the most powerful skill in any sales conversation which is listening.
So, to add fuel to your tank, here are few of the best sales questions that you can ask to learn more about your prospects :

Be a Detective and gather Information –

  1. What are your expectations/requirements for this product/ service?
  2. What’s going on in your business these days? How have things changed?
  3. What prompted you/your company to look into this?
  4. What are your objectives for this year? (financial, customer-related, operational).
  5. Why isn’t this particular technology/service/product/situation/issue working for you right now?
  6. What process did you go through to determine your needs?
  7. With whom have you had success and failures in the past?
  8. Could you explain in detail, what challenges does that process create?
  9. What’s your timeline for implementation?
  10. What is your company culture like?
  11. What’s the process for actually purchasing the product once you decide on it? Are there legal or procurement reviews?
  12. What is motivating you and your company to take on this project?
  13. What do you perceive as your greatest strength? Weakness?
  14. What do you think could be a potential solution? Why?
  15. Do you have a current solution in place? If so, when is your current contract up?

Revenue Related –

  1. Would you please rank the current state of your business on a scale from 1 to 10.
  2. When are your peak revenue times?
  3. How do you handle budget considerations?
  4. Is the budget owner an “executive sponsor”?
  5. How will you be evaluating different options?
  6. How will this project get funded?
  7. Are you responsible for establishing budget? or What metrics are you responsible for?
  8. Do you already have a budget allocated?
  9. What are you ideally looking to invest?
  10. If the problem you’re facing was solved immediately, what would that look like for your business?
  11. What level of service are you looking for?
  12. What are your buying criteria and success criteria?
  13. Which resource could you use more of?
  14. Where would you put the emphasis regarding price, quality, and service?
  15. What does this purchase mean to you? What does it mean to your company?

Reach their Comfort Zone –

sales call
  1. If you could have a magic wand, what would you change?
  2. What worries you the most in your business?
  3. Got any big plans this weekend?
  4. You mentioned you want to retire in a few years. What are you thinking of doing then?
  5. Would you tell me about your roles and responsibilities?
  6. Given all we’ve talked about, what do you see as being different if we were to move forward together?
  7. You mentioned you’re not having a good experience with your current provider. If you work with us, what are you hoping will be different?
  8. Who else are you comparing us with?
  9. What will it take to win your business?
  10. What business books do you like?
  11. Who do you admire in business and why?
  12. How can we add value?
  13. What do you look for in your relationship with a supplier?
  14. What is frustrating you with your current process?
  15. If you were me, how would you proceed?

Follow-up and Credibility –

  1. When would be a good time to follow up with you about what we discussed?
  2. What do you see as the next action steps?
  3. What would be the best time for our next meeting?
  4. (After getting a meeting) Why did you agree to meet us?
  5. What do you look for in the companies you do business with?
  6. Do you have written decision criteria for choosing a vendor? Who compiled these criteria?
  7. Would you like to connect me with any other stakeholders at your company?
  8. What concerns do you have? What are potential curve balls?
  9. Is our product working for your company?
  10. What goals would you like to accomplish during our next meeting?
  11. What questions do you have that I haven’t answered yet?
  12. Would you like to connect me with any other stakeholders at your company?
  13. What would you like to see improved? How do you measure that?
  14. What other data points should we know before moving forward?
  15. What could make this no longer a priority?

After all, the more information you get, the more you can help, add value, differentiate yourself from your competition and close sales.
Hence, make use of these questions, the next time you’re on a call with your prospect.

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Navaneetha Suresh

Navaneetha Suresh

Navaneetha, commonly known as "nav", loves to read, play badminton, play the keyboard and sing but when she's not doing any of those, she loves to write. What started as a high school hobby to write is now her ongoing passion.

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