essential previous learningBuyer Motivation, Sales Process

Questions Based Sales

Ask and you shall receive

Key Learning Outcomes

  • Differentiate between speaking to and asking questions of your customers.
  • Recognise the benefits of asking the right questions when dealing with your customers.
  • Compare the outcome of closed questions and open questions.
  • Understand the value of pre-framing when selling your business’s products and services.


The author of several sales books, Tom Freese, once said: “The questions you ask are more important than the things you could ever say.”

From our experience the most successful salespeople are not those with the gift of the gab or those that aggressively try to get the deal done. The most successful are those that have mastered the art of asking the right questions. They spend most of the time listening to what the customer wants and then skillfully devise a solution for them. It is important to remember that when someone buys something, they are buying for their reasons not yours.

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