Sales Skills / Ask Better Questions, Sell More / Lesson 20

LESSON 20 · ASK BETTER QUESTIONS, SELL MORE

Turn One Answer Into Three Questions

Twenty practical ways to turn one answer into three questions, so every reply becomes a doorway to deeper understanding.

Every answer holds more questions. Follow the thread.

10 tipsEasy things to say7-day plan

Start with tip 1

Jump to the 7-day plan

10 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

One answer hides many questions

Every statement contains details worth exploring.

TRY THIS
Look for them.

TIP 2

Pick a keyword

Choose a word that stood out and ask about it.

TRY THIS
Echo it.

TIP 3

Ask what, how and why

Three types give breadth and depth.

TRY THIS
Cycle through them.

TIP 4

Ask for an example

Concrete cases clarify abstract statements.

TRY THIS
Say for instance?

TIP 5

Ask about impact

How did that affect things? extends the story.

TRY THIS
Follow consequences.

TIP 6

Ask about people

Who was involved? adds context.

TRY THIS
Note roles.

TIP 7

Ask about timing

When did that start? shows history.

TRY THIS
Capture dates.

TIP 8

Practise after meetings

Review an answer and list three possible follow-ups.

TRY THIS
Train weekly.

TIP 9

Answers are starting points

The first answer is a headline; follow-ups give the story.

TRY THIS
Plan to follow up.

TIP 10

Ask why

Reasons.

TRY THIS
Use it.

Easy things to say

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

WHY

“Why is that?”

EXAMPLE

“Can you give an example?”

IMPACT

“How does that affect things?”

MORE

“What else?”

CHECK

“Have I understood?”

THANKS

“Thank you.”

Your first week

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

DAY 1
Pick one answer from your last call

DAY 2
Write three follow-ups

DAY 3
Ask them next time

DAY 4
Use “why”, “example”, “impact”

DAY 5
Note which works best

DAY 6
Teach a colleague

DAY 7
Review

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.