The most powerful question in sales depends on the situation, however one of the most effective questions is “What problem are you trying to solve?”
This question is powerful because:
- It uncovers the buyer’s pain points.
- It shifts the conversation from features and price to the customer’s needs.
- It positions you as a problem-solver and a trusted advisor.
- It creates engagement. Buyers are more likely to open up when they feel you genuinely want to help.
Other variations that can be equally powerful include:
- “What would success look like for you?”
- “What challenges are preventing you from achieving your goals?”
- “Why is this important to you right now?”
By asking thoughtful, open-ended questions, you can guide the conversation to understand the buyer’s needs and create more powerful sales conversations.
