Sales Consultation Questions That Can Make or Break Your Sales Calls

The questions asked during a sales consultation call can significantly impact whether a deal is sealed or lost. Having the right sales consultation questions prepared ensures that the conversation leads to a successful outcome. There are two types of questions every salesperson should be ready to ask: Right Fit Questions and Expertise Questions. These questions help identify ideal clients and establish credibility without needing to convince or sell too hard.

Right Fit Questions: Identifying Ideal Clients

The first step in a successful consultation is to determine if the potential client is a good fit for the product or service. Right Fit Questions help assess whether the person has a problem that can be solved and whether permission has been granted to present a solution.

When preparing these questions, consider the following:

Does the prospect have a need or problem that your product/service can solve?
Do you have a solution that meets their specific needs?
Do you have permission to present your solution?

Right Fit Questions examples:

What’s important to you when choosing a sales coach?
What criteria will you use when deciding which vendor to hire?

These questions help determine if the prospect is aligned with the services offered while also gathering valuable insights into their decision-making process.

Expertise Questions: Establishing Authority

Once it’s clear that the prospect is a good fit, you should establish credibility. Instead of spending time trying to convince someone of expertise through long explanations, Expertise Questions naturally plant the seed that the salesperson is the right choice.

Expertise Questions should:

Highlight unique advantages and benefits of working with you.
Showcase your expertise in a way that sparks curiosity and interest.
Prove that you're the right fit without you having to say so.

An example of an Expertise Question:

Instead of saying, “One of the things I teach is how to create curiosity when talking about your product or service,”ask, “Are you able to create curiosity when talking about your product or service?”

This approach encourages the prospect to reflect on their current skills and recognize a potential gap that you can help fill. If they weren’t previously aware that creating curiosity is essential, they’ll now be intrigued to learn more.

The Power of Strategic Sales Consultation Questions

Have a well-thought-out set of Right Fit Questions and Expertise Questions to prepare yourself for productive consultations. Rather than feeling like the conversation is spent trying to convince someone to buy, these questions will naturally guide the prospect toward recognizing the value being offered.

Ready to close more deals? Be sure to check out Nikki's full training course for more in-depth strategies and personalized guidance on refining your sales conversations: Seal The Deal Training