Sharebird
Sign Up / Sign In

What is your favorite sales question and the best answer you've heard?

Answer
2 Answers
Developing Your Sales Career
  1. Jon Boyer
    Jon Boyer

    Zapier VP of Sales | Formerly Zapier, Postman and Slack • 3y

    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. ...Read More

    3,384 Views
  2. Justin Offermann
    Justin Offermann

    Hedra Head of Sales-Led Growth • 3mo

    “What happens if you don’t solve this?” Follow-ups I like: • “What does that cost the business?” • “Who feels the impact and where does it show up?” • “What are the long-term ramifications if nothing changes?” It’s a great question because it turns a “nice-to-have” into a quantified business risk or outcome. As a sales person, you are an intelligence operative and that answer gave so much information: • Hard consequences (incident + legal exposure) • Executive-level stakes (risk reduction, compl ...Read More

    447 Views

Related Ask Me Anything Sessions

Jessica Holmes

Adobe Director, Adobe Sales Academy, Jessica Holmes on Developing Your Sales Career

June 4 @ 10:00AM PT

View Answers
Justin Offermann

Hedra Head of Sales-Led Growth, Justin Offermann on Developing Your Sales Career

February 25 @ 10:00AM PT

View Answers
Scott Barton

Bluevine Head of Sales, Lending & Credit, Scott Barton on Developing Your Sales Career

January 22 @ 10:00AM PT

View Answers
See All Upcoming AMA's

Top Sales Mentors