Sellers - Are You Asking The Right Questions?

Salespeople, take yourself back to the first time you asked someone to dance. Maybe you were 14 or 15. Remember how nervous you were? Boys on one side of the hall, girls on the other. Finally, you pluck up the courage to make that long, lonely walk across the dance floor. And when you got there, what did you ask?

"Would you like to dance?"

Or maybe, "Do you want to dance?"

For 50-70% of us, that question was met with a dismissive "no." And it felt awful. Now, with the wisdom of experience, you’d probably do it differently, wouldn’t you? You’d ask something better—something that wouldn’t immediately invite rejection.

So, why are so many of us still asking the same kinds of closed-ended questions in sales?

"Do you have time to meet?"

"Would you like more information?"

"Can I help you with anything?"

These questions rarely get useful answers. Why? Because they send prospects straight to the automatic part of their brain—the part that shuts things down without thinking.

Instead, try a simple shift: Ask questions that begin with "What."

"What challenges are you facing with your current supplier?"

"What would solving that problem mean for your team?"

"What else should I know to better support you?"

Questions like these make your prospect think. They open the door to meaningful conversations. And they position you as someone who understands their needs—not just someone looking for a quick yes or no.

So, isn’t it time we stopped asking questions that don’t do useful work? Try it on your next call. You’ll be amazed at the difference a "What" can make.