On Sunday, I visited a car dealership, and experienced a common but ineffective opening line from a salesperson: “How is your day going so far?” At first glance, this might seem like a warm, friendly question to break the ice. But if I were training a sales team, I’d strongly advise against it. Here's why.
The problem with “How is your day going?” is that it doesn’t lead anywhere. The response is almost always generic: “It’s great,” “It’s fine,” or “I can’t complain.” None of these answers provide a meaningful segue into deeper conversation. After this dead-end exchange, the salesperson must awkwardly pivot to a new line of questioning, losing valuable momentum in building rapport and understanding the customer’s needs.
A smarter opener would be a question with a clear direction. For example, asking, “Where did you drive in from today?” opens the door to meaningful follow-ups:
Location-based connection: “Oh, you’re from [city]! How long have you lived there?”
Lifestyle insights: “What do you like about living in x?” or “What do you do for fun?”
Personal information: “Tell me about your family!”
This progression naturally steers the conversation toward discovering the customer’s motivations and goals—essential for effective sales discovery. It also builds rapport in a way that feels genuine and engaging, rather than forced or transactional.
Next time you’re crafting an opening question, avoid the conversational cul-de-sac of “How’s your day going?” Instead, opt for questions that lead somewhere meaningful. The result? Deeper connections, better discovery, and a higher chance of making the sale.
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