20 Questions You Should Ask On Sales Calls

April 28, 2022
Business Development

When you are on sales calls with potential customers, it’s important to take advantage of the time you have. It’s a small window, but you want to make sure you get as much information on your clients as possible. It’s also a great time to learn about your prospects as individuals to build a healthy working relationship. It’s all about asking the right questions. Here are 20 questions you should ask your prospects on a sales call.

Qualifying projects

During the qualifying stage, it’s important to find out as much information as possible on your prospect. By the end of the call, you should know whether or not your solution will be a fit for them or if they aren’t a good fit for your business. Either way, it’s important to know what questions to ask. Here’s what you can ask to learn more about a lead.

  1. What are your thoughts on our solution?
  1. What are your concerns right now?
  1. What’s your timeline for purchasing a solution?
  1. How soon are you looking to get your program started?
  1. What have you tried to resolve the issues you’re having? What happened?

Questions to Learn Pain Points

If you have any chance of providing the right solution for your client, you need to make sure to ask questions discussing their pain points. Understanding your customers' issues helps position your product or service as the best solution. Maybe there are more ways you can serve them than you initially thought. Make sure you are providing the best solution.  Here are five questions you can ask.

  1. What’s the current solution you are using to solve your problem? Is it working?
  1. What are the challenges that your team is facing?
  1. What are the goals your business is trying to reach?
  1. What have you done to resolve the problems you’re having? What happened?
  1. What’s your strategy today? Why?

Questions to Build Rapport

To have a healthy working relationship it never hurts for salespeople to ask questions that aren’t business-focused and can help build rapport. Don’t forget that we are all humans first and as such, it is helpful to start conversations discussing other things about work. Here are five questions you can ask to start a friendly conversation with your prospect.

  1. What did you do last weekend?
  1. What’s happening in your company these days?
  1. How did you start at {{company}}?
  1. Any big vacation plans this summer?
  1. What do you like to do outside of work?

Questions to help improve your pitch

After closing a deal you don’t want to cut communications with the customer. Sometimes it can be helpful to learn how your solution was brought to their attention. It’s important to know what's been getting engagement so you can double down on that method for more clients. Use this time to learn what’s been working for your company so you can focus on the right channels. You can ask your clients:

  1. What made you reach out to us?
  1. What made you decide to use our product or service?
  1. Would you feel comfortable referring us to someone who could use our solution?
  1. Any channels you think we should explore?
  1. Any thoughts on how we can improve?

Leverage open-ended questions to get the most out of your client. It’s important to ask the right questions in order to learn enough about your prospect and make sure that you’re a good fit for each other. It’s also a great way to build up your network of people you can get referrals from. By using some of these questions listed above, you’ll be able to leave no stone unturned.

If you’re looking to generate more meetings so you can ask some of these questions above, contact us at Key Outreach. We specialize in setting high-quality meetings with decision-makers, allowing you and your team to close more deals month over month. Learn more about how our process has helped us book over 400 meetings across our clients in 30 business days.

Interested in Learning More?

Even if it's just to find out what's possible, we are confident it will be 15 minutes well spent!
get Started