The following questions should be tailored to your product or service. Often not all of them you will need to do to a client. Then, evaluate each case considering the product or service you sell.

It's also worth changing the questions to better match your client's profile. Is it more informal? Is it more formal?

1. What exactly are you looking for in relation to purchasing this product or service?

2. What do you think is important about a product or service like this?

3. How do you suggest this product or service work?

4. What has been your experience with this product or service?

5. How do you determine whether a product or service will meet your needs or not?

6. What makes you choose this product or service?

7. Are there other factors that make you choose and define a product or service as good?

8. How does a product or service like mine meet your needs?

9. Here are closing sales questions: Will you only take one or two? Will you take this model or this one? When can we start implementing the project? Do you prefer the blue or green shirt? (These closing questions will also vary depending on your product or service)

– If the customer answers something negative to question 9:

10. Is something missing? What was missing to make the decision to close now? What's preventing?

11. What needs to happen for you to make the decision to buy now?

Ask at least 5 of these questions to really identify what your customer expects from your product or service. And that way you'll tell him what he wants to hear.

And remember: good salespeople don't talk a lot. They listen more! They ask questions and listen carefully to the answers.

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