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Winning Best Practices for Salespeople

Why Salespeople Should Ask the Big Questions

Bill Dellecker Today’s post is by Bill Dellecker, president of Austin Outdoor. It appeared originally on the Austin Outdoor blog and is used here with permission.




If you don’t ask, who will?  What’s the price of remaining silent?  Will you miss out on the opportunity of a lifetime?

The world is a busy place, and it’s not going to slow down to figure out what you want.  It’s up to you to use your voice and ask about the things that matter most to you.  

  • Do you remember the days when you had to ask your parents for permission to do something?

  • As you grew up, did you learn how to ask teachers to explain a subject one more time or in a different way,  or did you ever ask an expanded question?

  • Have you asked someone on a date or for a lifelong commitment?

  • Do you know how to ask a team member to find a way to produce more?

  • Are you willing to ask the “hard questions,”  or do you avoid them?

  • Have you asked what success looks like to those with whom you work?

  • Are you willing to dig deep and ask more of yourself?

  • Do you make sure to always ask why?

  • If you ask a question but the answer isn’t what you expect (or want), what happens next?

  • Do you really want to know the answer when you ask, “How are you doing?”  (If not, why ask?)

  • Are you willing to ask yourself to step up, to do more?  What inspires you to push yourself to accomplish more?

  • Have you ever asked a customer what’s most important to him or her?  How about a family member?

  • When you ask someone to do something, does that person know why?  Shouldn’t he or she know why?

If you’re not willing to ask the questions, then how will you know what others care most about?  More importantly, how will you know what direction to take with your own life and career?  The answer may be yes, no, or maybe, but it’s most certainly equal to a no if you never ask the question in the first place!

Success and happiness begin with asking great questions but depend upon listening to the answers – and then actually doing something with them!  

What have you asked about today? Share your thoughts in the comments section.


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Thank you for this article. I have found that questions are the key to sales power. The more questions you can ask to draw your sales presentation out of the prospect the better. One thing I have done that works really well for me is to take my entire sales presentation, break it into paragraphs, then select the main idea for each paragraph, then ask how can this be expressed as a question. Then when I'm with the prospect I ask the questions and let them do most of the talking. Naturally I will add a few things here and there for clarification but I find that this method really helps them feel understood and valued. In the end they sell themselves and the decisions to buy come from them. Thanks again for the article

Douglas Vermeeren

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