Sales Skills / Ask Better Questions, Sell More / Lesson 06

LESSON 06 · ASK BETTER QUESTIONS, SELL MORE

Pitch Only After You Understand

Twenty practical ways to pitch only after you understand, so your solution lands exactly where it is needed.

Understand first, present second. A late pitch is a better pitch.

12 tipsEasy things to say7-day plan

Start with tip 1

Jump to the 7-day plan

12 tips that really help

These ideas come from SPIN Selling (Neil Rackham), Gap Selling (Keenan), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Understanding comes before persuasion

A pitch built on real facts about the customer is more relevant and more welcome.

TRY THIS
Hold the pitch until you can summarise their situation.

TIP 2

Check you can state their problem

If you cannot explain their challenge in your own words, keep asking.

TRY THIS
Write it in two sentences.

TIP 3

Confirm priorities

Ask which problem matters most so your pitch addresses the right one.

TRY THIS
Rank their issues together.

TIP 4

Ask what they have tried

Past attempts show what to avoid and what they value.

TRY THIS
Request a short history.

TIP 5

Ask what success looks like

A clear target helps you tailor your solution.

TRY THIS
Get a measurable picture.

TIP 6

Summarise before you suggest

A brief recap proves understanding and invites correction.

TRY THIS
Use the words so far I hear.

TIP 7

Ask permission to share ideas

A line such as may I suggest a few ideas? signals respect.

TRY THIS
Wait for yes.

TIP 8

Link each feature to a need

Only mention what answers something they told you.

TRY THIS
Draw lines between needs and offers.

TIP 9

Keep your pitch short

When you understand well, a few sentences are enough.

TRY THIS
Aim for sixty seconds.

TIP 10

Invite feedback after the pitch

Ask how it sounds to keep the exchange two-way.

TRY THIS
Ask what is missing.

TIP 11

Be ready to adjust

New information may change your recommendation, which is a good sign.

TRY THIS
Stay flexible.

TIP 12

Resist the early pitch

Even if they ask about your product, a short answer plus a question keeps control balanced.

TRY THIS
Answer briefly and ask back.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

CHECK

“Before I share ideas, have I understood you correctly?”

SUMMARY

“So the main issue is late deliveries.”

PERMISSION

“May I share how others solved this?”

FIT

“Does that match what you need?”

NEXT

“Shall we look at options?”

THANKS

“Thank you for your patience.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Delay your pitch by five minutes

DAY 2
Summarise their needs first

DAY 3
Ask permission to share

DAY 4
Present only what fits

DAY 5
Check their reaction

DAY 6
Ask what is missing

DAY 7
Review your timing

Further reading

• SPIN Selling (Neil Rackham)
• Gap Selling (Keenan)
• The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.