Master Questions, Close More Deals

The difference between an average sales call and a great one often comes down to who's controlling the conversation. But here's the thing—control doesn't mean dominating the talk time or being pushy.

It means strategically guiding the discussion toward a productive outcome.

Let's dive into question frameworks that help you maintain that delicate balance 🎯

1. The Problem-Solution Bridge

This framework helps you connect the dots between their challenges and your solution:

• "What's the biggest challenge you're facing with [relevant process]?"

• "How is that problem impacting your [business metrics/team/goals]?"

• "What would it mean for your business if you could solve this issue?"

This sequence naturally leads prospects to envision your solution before you've even presented it.

2. The Status Quo Disruptor

These questions challenge the prospect's current thinking:

• "Many companies in your industry are struggling with [common problem]. How are you handling that currently?"

• "What would happen if you didn't address this issue in the next 6 months?"

• "How does your approach compare to others in your industry?"

These questions create productive tension that positions you as a thought partner rather than just another vendor.

3. The Future-State Framework

Help prospects envision a better future:

• "If we were having this conversation a year from now, what would success look like?"

• "What would need to happen for you to consider this initiative a complete success?"

• "How would solving this problem affect your personal goals within the company?"

This framework taps into both business and personal motivations, creating stronger emotional buy-in.

**BONUS** The Control-Alt-Delete Framework

When conversations go off track, this simple three-step questioning process can help you regain control:

Control

Ask a question that acknowledges where they are but redirects.

"That's an interesting point about [their tangent]. How does that relate to your main goal of [their stated objective]?"

Alt (Alternative)

Offer an alternative perspective with a question.

"I'm curious—have you considered approaching this from [different angle]?"

Delete

Eliminate objections with clarifying questions.

"Just to make sure I understand correctly, your main concern is [objection]? What if we could address that by [solution approach]?"

Sales Q&A

Decision making hell?

Read more here.

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