Sales Training: 5 Questions You Need to be Asking

5 Must-Ask Sales Questions to Close More Deals

When it comes to sales, asking the right questions is just as important as making a great pitch. The best sales reps don’t just talk; they listen while working to build solid relationships. By asking strategic questions, you can uncover pain points, build trust, and guide prospects toward a purchase decision. In this post, we’ll cover the five most important sales questions to help you close more deals.

1. What Challenges Are You Currently Facing?

One of the best ways to start building trust is by asking about your prospect’s challenges. This question allows them to share their pain points, frustrations, and business obstacles. When you understand their problems, you can tailor your pitch to show how your product or service provides the perfect solution.

Pro Tip: Listen carefully and dig deeper by asking follow-up questions like, “How long has this been a challenge for your business?”

2. What Are Your Goals for the Next 6-12 Months?

This question helps you align your solution with their long-term objectives. By understanding their business goals, you can position your offering as a strategic investment rather than just another purchase.

Pro Tip: If their goals don’t align with your solution, don’t force it. Instead, build a relationship and provide value so they think of you when the timing is right. Often, you have something else that could help them and can pivot over to that. 

3. What’s Your Current Process for [Insert What They Do]?

Before offering a solution, it’s crucial to understand their current workflow. Asking about their process reveals inefficiencies and areas where they might need help. It also provides insight into how well they understand their own pain points.

Pro Tip: If they say, “We’ve always done it this way,” it’s an opportunity to highlight how your solution improves efficiency.

4. What Criteria Do You Use to Make a Decision on This?

Many deals stall because sales reps don’t fully understand what factors influence the buying decision. By asking this question, you gain insight into their priorities, budget considerations, and who the key stakeholders are.

Pro Tip: If they’re unsure, guide them by explaining how other customers in similar situations have made their decisions.

5. If You Found the Right Solution, When Would You Want to Implement It?

This question helps establish urgency and gauge their buying timeline. If a prospect says, “We’re not looking to make a change for another six months,” you can adjust your approach accordingly. On the other hand, if they say, “We’d like to implement this ASAP,” you know it’s time to move forward quickly.

Pro Tip: Pair this with a question about budget and decision-makers to streamline the closing process.

Final Thoughts

Great sales conversations are driven by great questions. By asking these five essential questions, you’ll gain a deeper understanding of your prospect’s needs, build stronger relationships, and ultimately close more deals.

Looking for more ways to improve your sales approach? Sign up for my sales course or shoot me a message if you're interested in working one-on-one together or having me train your sales force.