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KEY MOMENTS:
0:32 1. Tell me more.
1:06 2. Why is that?
1:30 3. Unpack that.
2:01 4. Why?
2:41 5. Really?
3:00 6. What makes you say that?
3:27 7. Why do you think that is?
3:42 8. What have you done to fix that?
4:19 9. How does this affect you?
5:05 10. What have you done to solve this?
5:21 11. What's your top priority?
5:55 12. Do you have your calendar on you?
6:33 13. Does this all make sense so far?
7:08 14. Do you see what I mean by that?
7:35 15. How do you typically make decisions like this?
8:06 16. What's a realistic timeframe for this?
8:45 17. What would you like to do next?

1. Tell me more.

The goal here is to think like a doctor in order to get the prospect to identify the core issue holding them back.

2. Why is that?

This simple sales question prompts the prospect to go even deeper.

3. Unpack that.

I encourage you to use this quick sales question when you want a prospect to dig into a particular topic. Get them to explain what exactly was so crazy about this particular year with regard to the economy. Is it that it's crazy good, or crazy bad, or crazy somewhere in between? You want to understand precisely what they're trying to say, and this sales question helps get you there.

4. Why?

When you ask “why” with the right tonality, you can get prospects to really think through what's actually going on in their world. It shows expertise to ask a question like “why” at the right time.

5. Really?

This is one of those sales questions that can totally transform based on the tonality of your voice. However you want to say it, asking “really?” is a powerful way to prompt the prospect to explain what's really going on and get them to keep talking.

6. What makes you say that?

There are always two layers of consciousness, right? There's what they actually say, and then there's the thinking that caused them to say it. This is a powerful distinction.

7. Why do you think that is?

This sales question gets right to the point of understanding exactly what the prospect is thinking. Remember, what you think is not important. It's all about what they think.

8. What have you done to fix that?

This is the point in the conversation where you want them to start explaining whether they’ve tried to address their challenge before now, and how they went about it. If they haven't done anything, that's going to tell you something about whether it's really a priority for them.

9. How does this affect you?

This question enables you to gauge just how important finding a solution is to your prospect. You don't have to find out the most personal details of their life, but you do want to understand how the issue is affecting them personally.

10. What have you done to solve this?

This is basically just a spin on the earlier sales question, “What have you done to fix that?” but the simplicity of this question makes it powerful and worth keeping in your arsenal. Get your prospect to tell you where they are in the process of finding a solution.

11. What's your top priority?

This sales question forces the prospect to decide what their top priority is. It doesn’t just compel them to think through their various top priorities, but forces them to choose just one thing to focus on first.

12. Do you have your calendar on you?

One of the beautiful things about this question is that in today's world, every prospect has their calendar on them in the form of their phone or computer. So this question simply prompts them to answer "yes," and then you can use that momentum to schedule your next step together.

13. Does this all make sense so far?

Sales questions like this enable you to break up your presentation while soliciting feedback and participation from the prospect, engaging them in a real dialogue and effectively checking their temperature.

14. Do you see what I mean by that?

Feedback loops are just what they sound like: They prompt feedback from prospects and loop the conversation back and forth between the two of you, which is really valuable.

15. How do you typically make decisions like this?

You're going to understand now more about who's involved, how they typically do it. This powerful, simple decision question will also help the prospect clarify what their own decision-making process is going to be.

16. What's a realistic timeframe for this?

By finding out their timeframe, you can avoid presenting an option that's not going to be to their liking, and instead focus on useful solutions that fall squarely within their stated timeframe.

17. What would you like to do next?

This takes all of the pressure out of the sale, and allows them to feel like they're in control.

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