Sales Skills / Ask Better Questions, Sell More / Lesson 28

LESSON 28 · ASK BETTER QUESTIONS, SELL MORE

Find Out What They Tried Before

Twenty practical ways to find out what customers tried before, so you do not repeat failed solutions.

History teaches. Past attempts reveal the real problem.

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 attempts hold lessons

Knowing what a customer tried before saves time and shows what failed.

TRY THIS
Ask openly.

TIP 2

Ask what worked

Even partial success shows direction.

TRY THIS
Note it.

TIP 3

Ask who was involved

People involved shape current views.

TRY THIS
Note names.

TIP 4

Past attempts are data

They show what failed and why.

TRY THIS
Ask.

TIP 5

Ask what they tried

Open.

TRY THIS
Use it.

TIP 6

Ask what failed

Avoid.

TRY THIS
Ask.

TIP 7

Ask why it failed

Cause.

TRY THIS
Ask.

TIP 8

Ask how long it lasted

Duration.

TRY THIS
Ask.

TIP 9

Do not judge

Safe.

TRY THIS
Stay neutral.

TIP 10

Do not repeat failed ideas

Smart.

TRY THIS
Check your plan.

Easy things to say

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

ASK

“What have you tried so far?”

RESULT

“What happened?”

WHY

“Why do you think it did not work?”

KEEP

“Did anything work well?”

CHECK

“What would you do differently?”

THANKS

“That helps me avoid repeating it.”

Your first week

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

DAY 1
Ask what they tried

DAY 2
Ask what worked

DAY 3
Ask what failed

DAY 4
Ask why

DAY 5
Ask what they learned

DAY 6
Note it

DAY 7
Shape your proposal

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.

← All Ask Better Questions, Sell More lessons

Next lesson: Research Before You Ask →

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.