Sales Skills / Ask Better Questions, Sell More / Lesson 08

LESSON 08 · ASK BETTER QUESTIONS, SELL MORE

Situation Questions Without Boring People

Twenty practical ways to ask situation questions without boring people, so you learn the basics quickly and kindly.

Situation questions set the scene. Ask only what you cannot find out yourself.

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

Situation questions set the scene

They gather basic facts about the customer’s current position without wasting their time.

TRY THIS
Prepare the few you truly need.

TIP 2

Do your homework first

Looking up public details means you ask only what you cannot find.

TRY THIS
Read before the call.

TIP 3

Ask only what you need

Too many basic questions bore people and make you seem unprepared.

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Limit yourself to five.

TIP 4

Make them interesting

Frame them around change, such as how has your team grown this year?

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Add a curious angle.

TIP 5

Ask about numbers lightly

Rough figures such as how many orders a week give useful context.

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Say roughly.

TIP 6

Ask about processes

How do you handle this today? reveals steps and friction.

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Ask for a simple walkthrough.

TIP 7

Ask about tools

Knowing what they use helps you fit in.

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Ask what systems they rely on.

TIP 8

Ask about history

When did you start doing it this way? reveals why things are the way they are.

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Listen for reasons.

TIP 9

Move on quickly

After the scene is set, shift to problems.

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Watch the time.

TIP 10

Confirm what you know

Check understanding with a short summary before moving forward.

TRY THIS
Say have I got this right?

TIP 11

Take notes of key facts

Record important details to avoid asking twice later.

TRY THIS
Use a simple template.

TIP 12

Keep a friendly rhythm

Blend questions with comments so it feels like a chat.

TRY THIS
Respond to each answer.

Easy things to say

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

SCENE

“How many people are on your team?”

TOOLS

“What do you use today for scheduling?”

HISTORY

“How long have you done it this way?”

VOLUME

“Roughly how many orders do you handle a week?”

CHECK

“Have I understood your set-up?”

THANKS

“That gives me a good picture.”

Your first week

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

DAY 1
Research before the call

DAY 2
List five situation questions

DAY 3
Ask only what you must

DAY 4
Link each to a next question

DAY 5
Keep them brief

DAY 6
Move to problems quickly

DAY 7
Review how it went

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.