Managing Director at Intellect Outsource

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“Not only does this question make you look incredibly desperate to make a sale, but it also harms your company’s reputation. The customer might assume that your company lacks pricing integrity, potentially implying low product quality and casting doubt on your value.”

Shaju Devessy


To avoid this:

Focus on building up the value of your product or service before discussing price. Articulate how your solution meets their specific needs and emphasize ROI. If a discount is necessary, frame it as a strategic choice benefiting their particular situation. For example, “If we move forward this month, I can offer a special pricing structure to help us get started.”

4) Skipping Details with Rushed Questions
Rushing through your questions can lead you to miss critical details about the prospect’s needs, resulting in inappropriate solutions or misunderstandings. It also displays a lack of thoroughness and empathy on your part as a salesperson, which can drive some prospects away.

To avoid this:

Slow down and make sure you fully explore each topic you discuss with the prospective client. Use pauses after responses to reflect on the information provided before you formulate follow-up questions. Also, it’s beneficial to prepare a list of topics to cover and remain flexible when delving deeper into details throughout the conversation.

5) Lacking Structure in Your Sales Conversation
Without a clear structure, sales conversations can become disjointed, unnecessarily lengthy, and ultimately ineffective. This lack of organization can confuse prospects as critical aspects of the solution may be overlooked — resulting in a lot of missed opportunities down the line.

To avoid this:

Develop a roadmap for your sales conversations that includes all the key points you want to address. While this helps you guarantee that all fundamental areas are covered, you should be flexible and adapt based on the flow of the conversation. If the sales discussion steers off track, try to guide the prospect back to the main topics gracefully.

4 Psychological Principles For Designing Your Sales Questions
1) Reciprocity
Reciprocity is a psychological principle that suggests people feel obliged to return favors or respond in kind when something is given to them. In sales, this principle can be leveraged to build trust and cooperation. When you offer genuine value or insights first, prospects are more likely to reciprocate with their attention, information, or even action.

Here’s how to put this into practice:

Start your sales conversations by offering something of value — which could be chile cell phone number database a useful piece of advice, a free trial, or insightful analysis relevant to the prospect’s business. Follow this with a question that invites further engagement, like “Given this information, how do you see it fitting into your current strategy?” This approach will enrich the conversation and nudge the prospect to take quicker action later on.

2) Curiosity
Curiosity drives people to seek out new information and experiences, making it a powerful tool in sales. By sparking curiosity about what the prospect can achieve with your solution, you’ll keep them engaged and more receptive to hearing more about your offers.

Here’s how to put this into practice:

Frame your questions in a way that reveals there’s more to be gained by continuing the conversation. For instance, you might say, “I’m curious to know how you handle X process currently. We’ve helped similar companies improve this by Y%, and I’d love to discuss how.” This teases potential benefits and invites the prospect to learn more about your offer.