3/10/2025-Stop asking if they have questions

Asking good questions is not merely a sales tactic; it’s a fundamental communication skill that fosters understanding, builds trust, and drives results.

Stop asking, "Does anyone have any questions?" in your group meetings. It’s a big, loud statement that you lack the confidence to manage the discussion.

While you’re at it, stop asking the same thing in your 1:1s.

Asking if your buyers have questions is a crutch. It also shows that you didn’t prepare enough relevant, open-ended, strategic questions.

Your buyers are not unsophisticated…they’ll ask when they have a question.

Work on your question menu today. The list you create is your blueprint for effective probing and qualifying. Refer to it before every customer meeting, and you’ll surely ask the right questions at the right time in every pitch meeting.

Sit quietly and record as many open-ended questions as possible. These oughta get you started:

"What about our value proposition excites you the most?"

"How do we compare to your current vendors and partners?"

"What are the challenges you see coming your way that we might be able to help with?"

Here are the reasons why good questions are not asked in customer pitch meetings:

1. Lack of preparation: Without thorough research into the prospect’s industry, company, and individual needs, sellers enter meetings with limited knowledge and cannot formulate relevant questions.

2. Over-reliance on scripts and decks: Many sellers rely heavily on pre-determined scripts and slide decks, leaving little room for genuine conversation and exploration. This rigid approach stifles the natural flow of interaction and prevents sellers from adapting their questioning strategy to the specific context and responses of the prospect.

3. Fear of the unknown: Stepping outside the comfort zone of a rehearsed script can be daunting for some sellers. They may fear that asking open-ended questions will lead to unpredictable responses that they are unprepared to handle. This fear of the unknown can cause sellers to stick to safe, closed-ended questions that elicit limited information and fail to challenge the prospect’s thinking.

4. Lack of confidence: A lack of confidence can also prevent sellers from asking challenging questions. They may hesitate to probe deeper or challenge the prospect’s assumptions for fear of appearing confrontational or losing the deal.

5. Time constraints: In today’s fast-paced business environment, time is a precious commodity. Sellers may feel pressured to rush through meetings and prioritize closing the deal over building a relationship through thoughtful questioning.

If you suffer from any of the above, go back to "DO" and get to work on scripting the TOP questions you know you’ll need to ask in your meetings.

One of today’s best questioners is Tim Ferriss, so let Tim coach you in this video on how to think about asking questions.

After soaking in Tim’s wisdom, return to your DO exercise and work on your question menu.