The Power of "Tell Me More"
Twenty practical ways to use “Tell me more”, the four words that almost never fail in a conversation.
It hands the floor back. It tells them you care.
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.
Three small words open stories
Tell me more invites detail without pressure.
Use it daily.
Use it after a short answer
When someone gives a brief reply, this gently expands it.
Try it now.
Vary the phrasing
Say I would love to hear more or what else comes to mind.
Learn variations.
Keep your tone warm
The phrase works best with genuine interest.
Smile and lean in.
Follow with silence
After asking, wait for the full answer.
Count five.
Use on emotion
When feelings appear, invite them to explain.
Say that sounds important.
Do not overuse
Too many repeats can feel odd.
Mix with other questions.
Use in emails
Ask for more detail in writing too.
Try it once.
Why it works
It is open, warm and does not steer, so people share what matters to them.
Use it today.
Vary the words
“Say more”, “Go on”, “What else?”
Mix.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Tell me more about that.”
“I would love to hear more.”
“And what happened then?”
“Is there more to it?”
“That is really helpful.”
“Take your time.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Use it three times today
Pair it with a pause
Pair it with a nod
Use it after short answers
Use it after surprising answers
Note what you learn
Review its effect
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.
More lessons in “Ask Better Questions, Sell More”
Keep going. Small steps every day make a big change.
← Previous: Ask "Why Is That Important?"Next: Find the Hidden Problem Behind the Problem →
- Stop Pitching, Start Asking
- The 70/30 Rule: Listen More
- Curiosity Is a Sales Skill
- Questions Show You Care
- Make Customers Talk About Their World
- Pitch Only After You Understand
- Questions Are Not Interrogations
- Situation Questions Without Boring People
- Problem Questions That Find the Pain
- Implication Questions That Show the Cost
- Need-Payoff Questions That Spark Desire
- Build a SPIN Question Bank
- Use SPIN on a Small Sale
- Common SPIN Mistakes
- Ask "Why Is That Important?"
- The Power of "Tell Me More"
- Find the Hidden Problem Behind the Problem
- Ask About the Cost of Doing Nothing
- Ask About Feelings, Not Just Facts
- Turn One Answer Into Three Questions
- The Pause That Gets the Truth
- Who Decides and Who Influences?
- How Do They Buy Today?
- What Does Success Look Like to Them?
- Find Their Budget Without Awkwardness
- Discover Their Deadline
- Ask About Past Experiences With Sellers
- Find Out What They Tried Before
- Research Before You Ask
- Write Your Top Five Questions
- Set the Agenda Together
- Take Notes Without Losing Eye Contact
- Summarise What You Heard
- End With a Clear Next Step
- Great Questions for Phone Calls
- Questions to Use in Email
- Questions for a Group Meeting
- Questions for Small Customers
- Questions for Big Customers
- Questions That Win Repeat Business
