5 Most Powerful Sales Questions To Ask Without Sounding Salesy | Patrick Dang | Skillshare

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5 Most Powerful Sales Questions To Ask Without Sounding Salesy

teacher avatar Patrick Dang, International Sales Trainer

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Taught by industry leaders & working professionals
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Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

3 Lessons (14m)
    • 1. 5 Most Powerful Sales Questions To Ask Without Sounding Salesy Intro

      1:02
    • 2. 5 Most Powerful Sales Questions To Ask Without Sounding Salesy

      12:16
    • 3. Next Steps

      0:22
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About This Class

Learn my top 5 most powerful sales questions you can ask in your sales process and close more deals.

Most people think the best salespeople are the best talkers.

But the truth is, the best salespeople are actually the best listeners.

Think about it. Nobody wants to hear a salesperson go on and on about how great they are why you should buy their products.

So instead, we’re going to COMPLETELY flip the script and show you exactly how you can become a better listener by learning my TOP 5 sales questions!

Meet Your Teacher

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Patrick Dang

International Sales Trainer

Teacher

Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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Transcripts

1. 5 Most Powerful Sales Questions To Ask Without Sounding Salesy Intro: everybody. What's going on? It's Patrick dating here. Now in this video, what you're gonna learn are my five top powerful sales questions that you can use to ask more questions, build empathy with your prospects and close more deals without sounding sales. Because the truth is the best. Salespeople are not actually the best talkers or the best move talkers. The best salespeople are actually the best listeners. So in this course you're gonna learn exactly how to do that, how to become a better listener so that you can not only improve your sales process and close more deals, but you can also use these lessons in your everyday life and learn to become a better listener, build more empathy with people. I understand their problems and help solve their problems. And for a class project, go ahead and share the number. One lesson that you learned in this course and share. Which question is most relevant for you because I want to get your feedback and hear how you're getting results using the's five most powerful questions. So if you're excited to learn these five powerful questions become a better listener, I'm looking forward to seeing you inside 2. 5 Most Powerful Sales Questions To Ask Without Sounding Salesy: now one of the most common misconceptions when it comes to sales is that to be a good sales person, you have to be the best talker. And this was especially true back when I was in college looking for different jobs or trying to figure out which job I should do. A lot of people said, Hey, Patrick, you get a talking, you should be in sales And although that is kind of true to a certain extent, after I got into the weeds and actually start selling and working at different companies, I've realized that the best sellers are not necessarily the best talkers, but in fact, the best listeners. Because the truth is nobody wants to hear a sales person talk about how great they are or how great their progress services right. It's just not relevant to the person, and it's kind of knowing in some cases, so what we're gonna do is we're gonna flip the script, and in this video we're going to show you how to become a better listener by learning my five most powerful sales questions toe. Ultimately, listen, build empathy, close more deals now, like I was just saying the best salespeople are going to be the best listeners and toe Listen, You have to allow the Prospect Room to talk. And how you do that is you wanna ask powerful, intriguing questions. Now, these aren't just any regular questions you just kind of throw out there. These are going to be questions that guide the prospect throughout the entire sales process . Of that, you can understand their pains, build empathy and basically solve their problems. And the best thing about using these questions is that the very subtle they're very conversation. Oh, and you're not going to sound sales you when you actually ask them. So by the end of this video, not only are you gonna learn my five most powerful questions to guide the sales process, but if those going to show you how to become a better listener, it's going to show you how to build more empathy and rapport with your prospects, and ultimately it's going to help you close more deals. And before we go ahead and get started, make sure you give this video alike if you are excited to learn my five most powerful sales questions, All right, so with that said, Let's go ahead and move into question number one. Okay, so when you are in any type of sale scenario, right where you're gonna meet with the prospect either in person or talk to them over the phone. And the thing about this is that sometimes you start off with some small talk, you say, Hey, John, how's it going? And John says I'm doing well, blah, blah, blah, blah, right? You talk about the weather or whatever the case is now, where things can become a little awkward is that sometimes you want to go ahead and start the meeting, but you're afraid to get it started or you don't want to sound too pushy as a sales person . So what do you do to actually start a sales meeting in the nice conversation away? And to solve this? This is where question number one comes into play. So when you're sitting down face to face or when you're talking on the phone with the prospect, if you want to start the meeting, this is all you have to say. Hey, John, I want to be respectful of your time. So do you mind if we go ahead and get started. And John or whoever you're talking to is obviously going to say Sure, let's go ahead and get started, right? It's simple as that and why this question is going to be incredibly powerful, even though it seems so simple is that you basically control the frame of the entire conversation, and it's basically going the way you want. You want to talk about exactly what you want talk about in the meeting, and this is a way to get the other person to agree to the direction that you want to take him. And best of all, you're getting down to business without sounding sales e or push product down someone. So not only that, but you're also building a micro commitment, right? You're asking a question. The prospect answers. Sure, why not? Let's go ahead and get started, and then you move on to more and more questions. And the more the prospect is able and willing to answer your questions, the more deaf you can have as the conversation continues. So let's go ahead and get into question number two. So once you get the meeting started and you say, Hey, John, I want to be respectful of your time. So do you mind if we go ahead and get started? John will say, Sure. Let's go ahead and get started. Then what you want to do is you want to ask another question to figure out exactly why they agreed to the meeting that you have right there in that moment. A simple thing you can say is, Hey, John, you know, I'm just curious. What got you interested in taking our call today, right? Whether it's a call or meeting, you know, you want to just change the words of pending on, but you know, same thing. What got you interested in taking our call today? Now, this is gonna be an extremely powerful question. Because not only is that an open and the question where the other person can basically say anything, but you basically get down to the reason for why someone even is investing their time to speak with you, right? And the reason why you want to do this is because you're trying to identify a problem that the prospect the person trying to sell to has an align your solution to those problems so that when it's time to actually sell. It's very clear that whatever you're selling is something the prospect actually needs. If you don't know why the prospect is in that meeting with you or is speaking with you, then it's very difficult to sell them anything because people I don't like to be sold, but they love to buy. And if you don't understand why they want to buy that, you knock in a cell. And the main thing you're really looking for when you ask the question, What got you interested in this call today is you're really looking for a pain point, right? You're looking for one major pain point that really sticks out for the prospect. And if you're able to solve that pain point, they're going to buy your products and services. So when I asked, Hey, John, you know what got you interested in taking the call today? John might say, Oh, you know, we wanted to do Facebook ads. We try to ourselves, but we just lost a lot of money doing it, and we just don't know what to do. So I just want to pick your brain and learn a little bit about what you do right. Sometimes it's literally as easy as that where people have a clear problem and they just tell you up front, and they don't want to waste any time. And even if they don't, if they give you a little hint of problem like Oh, you know, we try for display ads. But it didn't work. So, for example, if you're selling Facebook ad services, then what you want to do there is. You want to take that into pain, Whether it's strong or not strong, right? It doesn't matter. But you find that pain and you want to dive deeper into that pain. And so asking Question number two, which is what got you interested in taking this call today, basically scratches the surface level. Once you get that hint, then you dive deep. So once the prospect does give you some pains, all you have to do is ask more questions like Oh, that's pretty interesting. John, can you tell me a little bit more about that? Another question you can ask us. Oh, that's interesting, John. You know, how long has this been a problem? Right? Basic surface level questions that you can use to dive deep into the prospects pain. And once the prospect fuse like you're actually listening, right? The key is to listen is that they're just gonna keep talking about the problems all day long, and you're going to write these things down and you're gonna get ready to sell and solve their problems. All right, so moving forward, we're gonna go into question number three now, during the entire sales process, right? You're asking questions. You're understand the prospects problem. But this is a point that you absolutely need to clarify if you want to sell your prospects and services of somebody. So you just have to think of it like this. You have point A and point B. Okay, Point a is someone's current situation where they are currently at point B is their desire situation where they want to go. So, you know, if you're selling coaching services for, you know, helping people lose weight, someone might be overweight. That's their current situation. And the desire situation is they want to lose weight and be healthy. Right? And all you're really doing is saying, Hey, where you currently at right now And where do you want to go? Right? Overweight not overweight, making a little bit of money, making a lot of money, right? The paying 100 parties of services. You all you're doing is getting them from point A to point B. So a question that you can use to kind of start this conversation during that sales meeting is this. Hey, John, can you give me a sense of where you're currently at and where you're trying to go, right? I mean, obviously, there's gonna be more context to it when you're in that sales meeting, but that's essentially it. Where you currently at where you want to go. And no matter what you're selling, no matter what industry you're in, there's always this motion, right? People are currently at a certain spot in their life, whether it's their health, their business, their finances, their relationships right, and they always want to improve it in some way. And if your product or service can help them gets a point a to point B, then it's gonna be so much easier to buy whatever it is that you have, right, because the value is clear. If they buy what you are selling, they will get from point A to Point B, and it's very clear exactly how you would do that. And you're essentially just a vehicle to get them there. And the key is you really just want to clarify the differences between Point A and point B and make sure that both you and the customer understand that there is a separation between these two situations and during the sales meeting later towards the end. Once you show them that you can actually help them get to their desire situation, it's gonna be so obvious for them to buy your products and services because it's just clear right, you can help them get with Hey Juan. And if you're charging something that's fair for the value you are providing, then is going to be an easy sell if you can. Clearly the fine point A and Point B and show them how you can help them cross that bridge . Now moving forward, we're gonna go into question number four. Okay, So, like I said before, you have this point a point B. A current situation, desire situation. But it's not enough just to show them that you can get them across the bridge. Not only that, but you have to identify anything that's already stopping them from doing it on their own right, because if your product or service helps them get from point A to point B. But they think in their heads, why should I pay this person when I could do it myself? They're not gonna buy whatever it is that you're selling. So the goal is you want to make the prospect feel like they cannot get to their desired situation without your help. And all you have to do is ask what's stopping you from reaching your goals on your own right? What's stopping you from reaching your goals on your own? All we're doing is we're taking Point A to point B, and we're widening the distance as far as possible. We're making the prospect feel like they can't get to their desired situation on their own . And on top of that were stacking in these challenges and trying to understand why the prospect cannot do it on their own right. Not only were Whiting, the dissents were also putting these blockers, which the prospect is already experiencing, and making them aware that it's so difficult to do on their own that they need some kind of help, right? So once a prospect feels like, Oh, man, I want to reach my goals. But I can't do it because X y z and they start making all these excuses toe why they can't do it on their own. Now we're getting ready to actually show them how we can help them get to where they want to go. And this actually leads us into question number five. So if you want to start pitching your product or service write, what you want to do is you want to first ask permission to actually sell. Once you ask permission, people are more likely to listen to whatever it is that you say. So all you have to do is ask a simple question. What were you hoping I could do the help now? It seems like a very simple question, and you're right. It is a very simple question, but it's a very powerful one. What were you hoping I could do to help now at this point? Because the prospect has a very clear idea of where they are currently at, and they have an idea of where they want to go, but they know that it's difficult to get to their desired situation without some kind of help because they failed to do it in the past. Now what's naturally going to happen is the prospect is now going to ask you for help, and they're going to say, Well, what can you do to help me get to where I want to go? Right. And once they asked that question, then you have earned the permission to actually pitch your product or service. And once you do your pitch, then they're going to be a lot more likely to listen to that pitch and seriously consider whether or not they should buy your products or services. And so instead of you hard selling or pitching, the prospect is literally asking you for help and you completely reverse the situation. And this is really only possible because you ask so many questions throughout this sales process. You framed that controlled entire situation until you got to this point where you ask the question. What were you hoping I could do to help you? And at this point, once the prospect does ask that question, you go in for your pitch and I actually have a whole separate video on exactly how you can pitch your product or service. So go ahead and check out the Lincoln description or could be somewhere on the screen. But to summarize it for this video, those are essentially my five top questions when it comes to learning how to listen to your customer, understand what they want and basically prep them to the moment where you can actually pitch your product or service. And that's really it, guys. All you have to do is ask these five powerful questions throughout your sales meeting is gonna help you dramatically increase your conversion and is going to help you become a better listener so that you can become a better closer now. If you enjoyed this course, go ahead and leave this course a heart or thumbs up because every engagement does help. How quiet a bit. Not only that, but if you got a lot of value out of the course, make sure you leave this course of review because every review does count and help this course reach new audiences. So with that said, thank you for watching, and I'm gonna see you guys in the next one 4. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review. Sharing your experiences. I read every single review, and I really do appreciate your feedback. And if you want to see more videos like this, make sure to follow me on skill share so you could be notified on when I release my latest courses.