What is your favorite sales question and the best answer you've heard?
1 Answer
I don't have a favorite question but I do prefer open ended questions in discovery. Close ended questions start with helper verbs. Every question beginning with these words(Am, Are, Is, Was, Were) can be answered by a buyer with a yes or a no. Even when folks give you more than a yes or no they will always be giving you less than a response to an open ended question.
To get the most information and provoke deep thought from a prospect. I coach my team to leverage open and command open questions. For example questions that start with Who, What, Where, Why, Tell Me, Explain, Describe, Help me understand ETC. When you construct questions that are "open ended" buyers will elaborate and provide answers with a lot of detail.
1754 Views
Related Ask Me Anything Sessions
HubSpot Head of Corporate Sales, West Coast, Sarah Mercedes (Osborne) on Developing Your Sales Career
March 12 @ 10:00AM PST
HubSpot Senior Director of Sales | Midmarket, Brian Bresee on Developing Your Sales Career
Carta Senior Director of Sales - Venture Capital at Carta, Rachel Mayes on Developing Your Sales Career
Top Sales Mentors
Rachel Mayes
Carta Senior Director of Sales - Venture Capital at Carta
Eleanor Preston
Twilio Regional Vice President, Retail Sales
Helen D'Abreo
SurveyMonkey Sales Leader, Expansion Sales
Greg Baumann
Outreach Sr Director of Strategic and Enterprise Sales
Mike Haylon
Asana Head of Enterprise, North America
Brian Bresee
HubSpot Senior Director of Sales | Midmarket
Andrew Zinger
Fastly Senior Director, Global Sales Enablement
Brian Tino
AlphaSense Director of Strategic Sales, EMEA
Brandon Love
Salesforce Regional Sales Director
Adam Wainwright
HubSpot GTM Leader | Building Products that help Sales teams win
Related Questions
What are the biggest frustrations you have as a sales professional?What type of skill sets and experiences do I need to build in order to strengthen my career and move from being a sales manager to Director level and above?What metrics do you use to justify a pay raise?What are the fundamental differences between an account executive and a senior account executive?What is your favorite sales interview question and the best answer you've heard?How do you avoid burnout as sales professional when you feel like you have to start over again each quarter and year?