The Power of Questions

As I work with clients across the country it’s common for many to ask for a list of questions that work. Because selling is dynamic my usual response is “work hard to practice the skills today so that you can formulate your own high power questions that are specific to each dynamic conversation. “

Having said that I do understand many need a jump start so I have illustrated some proven questions below. They are divided into three important selling cycle activities, Gathering important customer information, Qualifying Prospects, and Establishing Credibility and Trust with others.

Information Gathering

What prompted you/your company to look into this?
What are your expectations/requirements for this product/service?
What process did you go through to determine your needs?
How do you see this happening?
What is it that you’d like to see accomplished?
With whom have you had success in the past?
With whom have you had difficulties in the past?
Can you help me understand that a little better?
What does that mean? How does that process work now?
What challenges does that process create?
What challenges has that created in the past?
What are the best things about that process?
What other items should we discuss?


What do you see as the next action steps?
What is your timeline for implementing/purchasing this type of service/product?
What other data points should we know before moving forward?
What budget has been established for this?
What are your thoughts?
Who else is involved in this decision?
What could make this no longer a priority?
What’s changed since we last talked?
What concerns do you have?

Establishing Rapport, Trust & Credibility

How did you get involved in… ?
What kind of challenges are you facing?
What’s the most important priority to you with this? Why?
What other issues are important to you?



Heyden Training is an expert sales training company located in the Chicago region. Our training programs are designed to provide results for your sales team. Our sales topics include; sales training techniques for customer service, selling skills, sales training time management, inside sales techniques, coaching and mentoring, as well as other valuable training programs. Heyden Training has clients throughout the United States and Canada including Chicago, Illinois, Los Angeles, New York, Minnesota, Las Vegas, Texas, Toronto, as well as other cities and states. Call us at 630-362-0499.