In yesterday’s post, we discussed how “selling” becomes almost unnecessary when you develop your skill set in asking the right questions.


Read Post


Making the connection between your customer and your company should result in a “triple win” situation.  The customer should win by benefiting from your product or service solving an issue for them.  Your company should win by profiting from providing the same.  And you should win by earning your commission for bringing all parties together.

But to make that connection, you should not tell them how and why your company provides the best solution for their problem.  Instead, get them to tell you the same thing.  🙂

The psychology behind that philosophy is very complicated and powerful.

Are you ready to hear it?


You are a sales person – they think all sales people will say whatever it takes to make a sale.

However, if they say the same exact thing you would have said – it is completely believable. 

After all, they said it – that makes it gospel.

– Jeff C. West


Okay, complicated… not so much.  Powerful… absolutely!

This is how you do it.

Know Your Value Proposition:

You must know the key issues that your customer base faces, and how your solution works best for them.  Then you must design a series of open-ended questions that get the decision maker to verbalize those issues, the potential solutions, and the gaps in the solution they are currently using.

Probe For Additional Issues:

In addition to being an expert in those challenges faced by your customer for which you provide a solution – design questions that will get them to open up about other issues they may be dealing with.  Don’t be afraid to tell them that you are very familiar with certain things they face; however you want to see if there may be additional concerns they have.  Let them know that even if you don’t have the solution – you may have the connection that could provide their solution.

Take a Peek Around The Corner:

Be a student of your potential customer’s industry.  Research what is coming in the future that may impact their business or life.  Then design questions that will get them to open up about those issues so that your insights may provide value to them.

Asking great questions gives you the arrows in your quiver.  Tomorrow we will discuss how to accurately deliver those arrows to the target.


QUESTION:  What is your favorite question and the most unusual answer you have received to it?