If sales is the backbone of any business, then questions are the backbone of sales.

Why do you think this is?

Because without uncovering the clients need or problem you’re helping them solve, you can’t possibly offer them a relevant solution. Without even realising it you are making assumptions, not listening and telling them what they should be doing.

If you don’t take the time to ask instead of tell, you might be missing out on important information and also the chance to great build rapport and go above and beyond for the client.

So the key is to make sure your client is doing most of the talking. And the only way to do this… is by asking questions.

When you ask questions, focus on uncovering 3 key areas:

  1. What their current situation is, their current reality
  2. What their future, ideal goals are
  3. What happens if they don’t achieve those future goals

Through doing this, you uncover the gap. The gap is the problem you are helping to solve or in other words the need you are helping to fulfil.

The bigger the gap, the bigger the value your client will place on the solution you are offering.

So spend the time on getting to know your client. What are their needs, how are things tracking for them at the moment and if it wasn’t like this, how would they like it to be. And only ever offer a solution once you have uncovered these points.

Have fun implementing these questioning techniques and watch your sales grow.


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Nicky Miklos-Woodley is an Evergreen Sales & Business Coach, Trainer and Speaker.

There is a common stigma attached to ‘sales’ and yet, sales are so critical to the success of all businesses. The hard truth is without sales, your business is a hobby.