18 superpower questions to use in your sales conversations
When, how and why to use them
Much of success in sales comes down to asking your buyer the right questions at the right time, as it builds trust, uncovers needs, demonstrates expertise, surfaces objections and guides the sales process to a predictable outcome.
However, many founders and salespeople struggle to find the right question, or the right way to ask a question, especially in real time pressure of a sales conversation. They often feel guilty asking “too many questions”, or ramble on putting words into the buyer’s mouth with multiple choice questions, or go to the other extreme and make the experience feel like an interrogation.
Like any skill, asking the right questions at the right time comes down to preparation and practice. Many of my sales coaching sessions are built around this; arming founders with two or three specific questions to ask on an upcoming call, anticipating the likely responses from their buyers and preparing follow up questions based on what happens.
Some of my clients have called these “superpower questions” and this issue lays out the top 6 questions to ask at each stage of the sales process and why they work:
6 superpower questions to ask in a discovery meeting
6 superpower questions to ask in a demo or POV (Proof of Value)
6 superpower questions to ask when presenting a proposal