Why questions asked need to be qualified first and how to do so

Question, reverse questioning, sales questions, process
He knows the answer. But shouldn’t he qualify the question first?

Photo credit: personal stock

School days. Happy days. Lots of memories. The exuberance. The total lack of worries. School friends. Long school holidays spent in the South of France. The teachers I loved. Those I, well, didn’t like at all. And these happy moments when, as the teacher asked a question, I knew the answer, raised my hand and was just so eager to share my knowledge with the teacher and my class mates.

Sadly though, I came to realise that this eagerness to answer questions was a terrible habit we picked at school and that it was well worth trying to control this urge. Surprisingly (or not), when asked a question, there is a lot of value in not answering it, right away. I’ve already mentioned that one should learn to ask questions, they are very useful. So I can hear you think, dear reader. “Foul play! Unfair! Why not answer questions asked, when one asks plenty of them?” This is a good point indeed. I naturally do not mean not to answer questions at all. What I mean is one needs to understand better the real question that is being asked, not necessarily the one heard. Here are four reasons why one should do so and one framework I use:

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What sales questions should you ask?

Sales questions; Sales; questionning
Do! They are very useful.

Photo credit: Matt McGee

-“How was your sales meeting?”

-“Very well. They said they were interested to know more”, says the sales manager. “And we’ve agreed the next step”.

-“Great, and what after that?”

– “…”.

I assume this isn’t a situation you ever faced but, more often than not, “the next step” is deemed to be a good outcome from a sales meeting or any meeting for that purpose. I actually believe there is a better way than next steps. Can you imagine knowing all that is needed to get to a close? Or even to the realisation that what you sell isn’t relevant to a prospect and therefore it is not worth invest more time into this specific prospect (or a demo for that matter). Yes, all. Everything. Alles. Absolument tout. Todo.

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