Customer Service Training TIps

Crucial Questions to Superior Sales

Skilled influencers know the value of talking less and listening more. It’s not enough however, just to listen to what the other person thinks they want. To help buyers identify what they really need, I recommend asking some version of these questions:

  1. I’ve found over the years of being in this business that there are some key questions that help me to give clients more satisfying long term results. Do you mind if I ask you some questions?
  2. When was the last time you were delighted with…? (the type of product or service under discussion)
  3. What did you like about it?
  4. What did you not like so much about it?
  5. Six months after having the product or service, where there any challenges or anything that in hindsight you would have liked to have happened differently?
  6. Let me make sure I’ve got this straight… (repeat your understanding of their needs and ask if it’s accurate).
  7. It sounds like… (paraphrase in a sentence or two your overall observation of their situation. Ensure you are in agreement).
  8. Would it be useful if I gave you my thoughts on what I think would be a good fit for your situation?


After asking these key questions and gaining agreement on the buyers situation, then you are in a position to describe your products or services as they relate to the buyer’s needs. That’s influence… with ease.

 Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author.   For more tips, training tools or to inquire about engaging Jeff for your team visit


Today’s chuckle:

A closed mouth gathers no foot.


Like to forward or reprint this tip?

We have some options to make this easier for you. Click here for a printer-friendly  CDrom with all Jeff’s tips.  Click here for  Jeff’s book with 101 top tips.  If you’d like to cut and paste any of our tips or articles from our website, you are welcome to do so  providing  you include the bio and contact information after each tip or article.   Please also email a link to any tips or articles that you post on-line to [email protected].

Copyright © JC Mowatt Seminars Inc.   All rights reserved.

Like to forward or reprint this tip?

Click here for Jeff’s Latest Tip
and to Subscribe for FREE updates


Register today for our 30 – second Trusted Advisor tips and receive as a bonus 15 Phrases that Pay for dealing with stressed and rushed customers.