Sales Skills / Ask Better Questions, Sell More / Lesson 27

LESSON 27 · ASK BETTER QUESTIONS, SELL MORE

Ask About Past Experiences With Sellers

Twenty practical ways to ask about past experiences with sellers, so you learn what delighted and what disappointed them.

Past experiences shape expectations. Learn from what came before.

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

Past experiences shape expectations

Customers carry memories of good and bad sellers into every new meeting.

TRY THIS
Ask about them.

TIP 2

Ask what annoyed them

Negative stories show what to avoid.

TRY THIS
Note them.

TIP 3

Ask who was best

The best seller they met reveals ideals.

TRY THIS
Learn the traits.

TIP 4

Do not criticise others

Stay respectful of past providers.

TRY THIS
Keep it professional.

TIP 5

Ask what they expect from you

Setting expectations early avoids surprise.

TRY THIS
Write them.

TIP 6

Check understanding

Ask if this feels different.

TRY THIS
Wait for response.

TIP 7

Experiences shape expectations

They compare you to those they met.

TRY THIS
Ask.

TIP 8

Ask about the best experience

What to copy.

TRY THIS
Ask.

TIP 9

Ask about the worst

What to avoid.

TRY THIS
Ask.

TIP 10

Ask what they value

Priorities.

TRY THIS
Ask.

Easy things to say

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

ASK

“How was your experience with previous suppliers?”

GOOD

“What did they do well?”

BAD

“What disappointed you?”

CHANGE

“What would you do differently?”

CHECK

“How can I earn your trust?”

THANKS

“That is valuable.”

Your first week

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

DAY 1
Ask about the best seller they met

DAY 2
Ask about the worst

DAY 3
Ask what they expect

DAY 4
Note do and do not

DAY 5
Match their wishes

DAY 6
Check you meet them

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.