Home / Sales Skills / Ask Better Questions, Sell More
The Right Question Opens the Sale.
40 lessons · 6 themes · practical tips in every lesson
Discovery questions that uncover real needs, so the customer sells themselves on the solution.
THEME 1 · 7 LESSONS
Why Questions Beat Pitches
The mindset behind great discovery.
LESSON 01
Stop Pitching, Start Asking
LESSON 02
The 70/30 Rule: Listen More
LESSON 03
Curiosity Is a Sales Skill
LESSON 04
Questions Show You Care
LESSON 05
Make Customers Talk About Their World
LESSON 06
Pitch Only After You Understand
LESSON 07
Questions Are Not Interrogations
THEME 2 · 7 LESSONS
The SPIN Questions
Situation, Problem, Implication and Need-payoff, in plain English.
LESSON 08
Situation Questions Without Boring People
LESSON 09
Problem Questions That Find the Pain
LESSON 10
Implication Questions That Show the Cost
LESSON 11
Need-Payoff Questions That Spark Desire
LESSON 12
Build a SPIN Question Bank
LESSON 13
Use SPIN on a Small Sale
LESSON 14
Common SPIN Mistakes
THEME 3 · 7 LESSONS
Dig Deeper
Go from the surface answer to the real reason.
LESSON 15
Ask "Why Is That Important?"
LESSON 16
The Power of "Tell Me More"
LESSON 17
Find the Hidden Problem Behind the Problem
LESSON 18
Ask About the Cost of Doing Nothing
LESSON 19
Ask About Feelings, Not Just Facts
LESSON 20
Turn One Answer Into Three Questions
LESSON 21
The Pause That Gets the Truth
THEME 4 · 7 LESSONS
Understand the Buyer
Find out who buys, why and how.
LESSON 22
Who Decides and Who Influences?
LESSON 23
How Do They Buy Today?
LESSON 24
What Does Success Look Like to Them?
LESSON 25
Find Their Budget Without Awkwardness
LESSON 26
Discover Their Deadline
LESSON 27
Ask About Past Experiences With Sellers
LESSON 28
Find Out What They Tried Before
THEME 5 · 6 LESSONS
Prepare Your Discovery Call
Walk in ready, walk out knowing.
LESSON 29
Research Before You Ask
LESSON 30
Write Your Top Five Questions
LESSON 31
Set the Agenda Together
LESSON 32
Take Notes Without Losing Eye Contact
LESSON 33
Summarise What You Heard
LESSON 34
End With a Clear Next Step
THEME 6 · 6 LESSONS
Questions for Every Situation
Adapt to phone, email, groups and small buyers.
LESSON 35
Great Questions for Phone Calls
LESSON 36
Questions to Use in Email
LESSON 37
Questions for a Group Meeting
LESSON 38
Questions for Small Customers
LESSON 39
Questions for Big Customers
LESSON 40
Questions That Win Repeat Business
Ideas in this topic come from
- SPIN Selling (Neil Rackham)
- Gap Selling (Keenan)
- The Sandler Rules (David Mattson)
- Let’s Get Real or Let’s Not Play (Mahan Khalsa)
- Never Split the Difference (Chris Voss)
Tips are written in our own words and are general guidance. The books are suggestions for further reading.
