Sales Skills / Ask Better Questions, Sell More / Lesson 02

LESSON 02 · ASK BETTER QUESTIONS, SELL MORE

The 70/30 Rule: Listen More

Twenty practical ways to apply the 70/30 rule, where the customer talks most and you listen, learn and guide.

The seller who listens learns the sale. Aim for seventy percent them, thirty percent you.

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

Aim for seventy percent listening

In a good sales conversation the customer should speak most of the time, and you guide with questions.

TRY THIS
Time your next call.

TIP 2

Record yourself once

Listening back shows how much you really talk and where you interrupt.

TRY THIS
Review five minutes of a call.

TIP 3

Count your speaking minutes

A simple tally after a meeting reveals whether you led with talk or with curiosity.

TRY THIS
Note the ratio in your journal.

TIP 4

Ask one question, then stop

After a good question, silence invites a fuller and more honest answer.

TRY THIS
Count to three before you speak.

TIP 5

Do not finish their sentences

Letting people complete their own thoughts shows respect and often reveals surprises.

TRY THIS
Bite your tongue once today.

TIP 6

Take notes to stay focused

Writing key words keeps your mind on their message instead of your reply.

TRY THIS
Write three words per answer.

TIP 7

Show you listen with short sounds

Small signals such as yes, I see and tell me more encourage people to continue.

TRY THIS
Use one in each call.

TIP 8

Repeat back what you heard

A brief summary proves you understood and gives them a chance to correct it.

TRY THIS
Say so you are saying that.

TIP 9

Resist the urge to fix at once

Solving too early cuts the story short, while patience brings the real problem into view.

TRY THIS
Ask what else before advising.

TIP 10

Prepare questions instead of speeches

A list of good questions keeps the talk balanced without long presentations.

TRY THIS
Write five before your next call.

TIP 11

Be comfortable with pauses

People often share the most important thing after a quiet moment.

TRY THIS
Wait a full beat after answers.

TIP 12

Reflect on what you learned

After the call, list three new facts about the customer you did not know before.

TRY THIS
Write them down.

Easy things to say

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

INVITE

“Tell me about how things work today.”

FOLLOW

“What happened next?”

PAUSE

“Take your time.”

CHECK

“Have I understood that correctly?”

THANKS

“Thank you, that is very helpful.”

SHARE

“Here is a short example of what others do.”

Your first week

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

DAY 1
Record a call and measure your talk time

DAY 2
Aim for under forty percent

DAY 3
Ask three open questions

DAY 4
Wait three seconds after each answer

DAY 5
Take notes instead of interrupting

DAY 6
Summarise before you speak

DAY 7
Review again next week

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.