4 Types of Questions You Need to Ask on Every Sales Call

4746315-mediumAllow your prospect to understand the value of what you have to offer by the questions you ask.

In preparing for a sales call, you should at the minimum develop the following:

4 Questions that will allow the customer to explain to you their needs and the benefits they desire.

3 Questions for which you don’t have the answer.

2 Questions that link back to what the customer shared with you on a previous call.

1 Question that closes the sale.

A sales call that does not include a question that asks for the order is not a sales call!

This process has served me well and I’ve shared it with thousands of salespeople across numerous companies around the United States and the world. Each time I do, I get comments back about how effective it is.

Build your sales presentation around the questions you’re going to ask and not the material or cute pictures you want to share.  Questions get the customer talking and in the end, that’s what you need if you intend to close a sale.

The order above is 4,3,2,1, and it serves as an easy way to remember them. However, when it comes time to use them, here is the order you need to use:  2,4,3,1.

Let me explain.

First, you want to open with questions that link back to something they shared with you previously.  Linking back to something the customer shared with you shows how much you respect that they share with you and demonstrates your listening skills.

Second, you want to ask questions to uncover new needs.

Third, you want to ask questions for which you don’t have the answer. This is a way to really get the discussion moving.  Finally, you ask for the order.

A very simple process that is amazingly effective.

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

Share the Post:

One Response

  1. The 4 types of questions makes selling very simple. People don’t use it because they don’t know about it or avoid using it!

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

Downloadable Sales Resources

14 Things Great Salespeople Do (That Average Salespeople Only Think About)

A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.

Subscribe Now

Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox.

The Sales Hunter Podcast

The Sales Hunter Podcast features Mark Hunter and top sales leaders, delivering actionable insights to help you become the salesperson you’re meant to be. This show isn’t just for entertainment—it’s designed to empower you with strategies to turn prospects into profits. Subscribe, leave a review, and start selling with confidence!

The Sales Hunter University

The Sales Hunter University offers top-tier sales training available in real-time or on-demand, accessible on any device. Named a Top 10 Sales Development Program in 2022, it’s perfect for sales teams, managers, and driven individuals. Each course is expertly designed by Mark Hunter to deliver the results you need.

Sales Logic Podcast

Ready to amplify your sales impact?

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money.

When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.

The Ultimate Email Prospecting Guide - Mark "The Sales Hunter" Hunter

Download the Ultimate Email Prospecting Guide today!

Enter your information and we’ll immediately send you our most popular download, and add you to our weekly Sales Tip newsletter.