In this new installment, and returning to the topic of how to optimize sales efforts, specialist and postgraduate professor Carlos Rosales shares and explains:
-Those who work in sales often face the same scenario: they present a well-constructed proposal, detail the benefits, answer objections, and still receive a “no” too quickly.
What’s going wrong?
“Possibly, the problem isn’t the solution you’re offering. It’s the conversation you’re having.” When a buyer is on autopilot—with fixed ideas, assumptions, or poorly focused urgencies—repeating arguments rarely works.
-Instead, a good question can open a gap in their thinking and take the conversation to another level.
- The right questions don’t just drive sales
- They transform the conversation
- They provoke reflection
- They take the buyer out of autopilot
“Here I share with readers and users 9 questions designed for just that: to change your client’s focus and open a more strategic, in-depth, and forward-thinking dialogue.”
-They are truly useful, which is why we should take them into account.
- “Why is that your strategy?”
A simple but powerful question. Stated politely, it doesn’t confront; it invites review. If the client’s logic is sound, excellent. If not, you can help them rethink it.
- “Why hasn’t this been solved before?”
This question makes the invisible visible. Maybe they’ve already tried and failed. Maybe they chose a convenient but ineffective solution. With this question, you can better understand their story and add something more relevant.
- “What will the impact be if you don’t solve it?”
Every problem has consequences. Sometimes they’re obvious, sometimes they’re minimized. This question helps clarify real costs, risks, and emergencies.
- “How do you think you could make it happen?”
This “how” opens the way to talk about obstacles and possible paths. It allows you to see the landscape from their perspective… and show why your solution makes sense.
- “What do you think could be possible?”
Ideal for getting the buyer out of the short term. This question points to opportunities, potential, and what could be achieved beyond the immediate problem.
- “Have you considered another way to do it?”
It doesn’t suggest the client is wrong, just that they may not have explored every angle. It opens the door to new ideas without imposing them.
- “What will happen if they don’t act?”
This question introduces real urgency. It doesn’t pressure, but it does show what’s at stake if they don’t make decisions in a timely manner.
- “How do you know that’s true?”
Sometimes the client repeats assumptions as if they were facts. This question doesn’t challenge, it invites more precise thinking and a separation of the subjective from the objective.
- “What’s missing?”
This is a question that changes the pace. It usually creates a pause: “Good question…” That’s where something valuable can emerge that wasn’t yet on the table.
Close more sales by asking better questions
-These questions aren’t gimmicks. They’re tools to connect more deeply, build trust, and provide real value.
“Because selling isn’t about pressure. It’s about conversing intelligently.”
Bio of Carlos Rosales, the author
Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Blunders in Sales,” with more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. He is a high-impact speaker and mentor.
Distinguished by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as the Top 12 HR Influencers in Colombia.
He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.
Main reference image source: Scott Graham on Unsplash
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