ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

How to Close a Sale Using the Right Questions

Updated on September 4, 2012
jpcmc profile image

I'm a dad, husband, and Christian first. Second, I'm an educator & organizational development professional.

Questions are sales tools that most sales professionals fail to put to good use. It's time to change this.

Questions are tools that everyone should consciously and systematically use. The problem is that many people don’t know how to use it properly. Just how important are question in selling?

Here’s my take on this:

How can you provide what clients need when you don’t know what it is?


But it’s not just blurting out any question in your mind. Believe me, some may find it difficult to avoid saying nonsense and asking equally nonsensical things.

Here are some tips you can use to turn questions into money.

1. Be clear and concise

To get the right information you need to ask the client the right questions. Your question should be specific and to the point. For the sarcastic souls out there, this does not mean being tactless.

Make sure you client understands what you are asking for. Several days back I was asked by a cashier “S or R?” How the hell should I answer that question? Was this some kind of password for some extra service or something? So I simply retorted “what?” In stead being given some clarification I was given the same question but now with an are-you-stupid tone. So how did it make me feel – irritated of course! Definitely one of my dismal customer service experiences.

Don’t assume that your client has any idea what you are talking about. Chances are they don’t. Also, there is a big chance they are nodding at everything you say without really digesting what they just heard. Suffice to say, be very clear with how you phrase your query.

2.  Relevance matter

There are questions and then there are useful questions. Small talk can get you no where unless you want to remain in the small talk stage of your conversation. Effective sales people can bring out relevant information by simply asking for it.

Why is this important? Again help the clients discover and clarify their needs!

Asking questions that truly matters to them is essential. This is more than just building rapport, it’s getting juicy info that you can use to close the sale. Remember, every client has unique needs and experiences. So listen properly and pay close attention to these. All these information will help both of you decide which product or service is more appropriate.

As a sales professional, it is important to jot down information that is vital to your sales. What do you need to know so that you can sell? Now rehears this in your mind so that you can seamlessly inject questions during your conversation with the client.

3.  Timing is essential

Questions that point to your service or product as a solution to the client’s requirements often create a big impact on them. But choosing the time to pop the question is an art form. You may have a roster of what you need to know and you may have rehearsed the questions over and over again but the timing can make or break your sale.

Proper timing of questions can be epiphanies to many clients. When given during the right time, you can make money out of it. However, if done poorly, they may resent your existence. So when is the right timing? There is no formula to use for this. All you need to keep in mind is that your questions must not seem tactless at that time and you must have full attention of the client.

Majority of sales people think that questions are only used by clients to know about their products or services. In fact, some associate questions as form of objections. But the truth is questions are great tools that sales professionals neglect to fully use. With some practice anyone can make money from asking the right questions.

Related Hubs

How To Create Excellent Customer Service Know how simple it is to provide customer service by following these simple steps.

The Single Most Important Reason Why Customers Leave Ever wondered why your customers are leaving you for another company? Well, here are interesting statistics that will show you why.

5 Most Common Selling Blunders: Learn What's Bad to be Good at Selling. It pays to know what to avoid so you can be good at selling. Learn what not to do and become a true sales professional.

Let's Terminate Your Account - Not A Great Sales Spiel  Answering client objections and concern is fundamental in sales. Here are pointers that you should keep in mind.


This website uses cookies

As a user in the EEA, your approval is needed on a few things. To provide a better website experience, uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at:

Show Details
HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
LoginThis is necessary to sign in to the HubPages Service.
Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
AkismetThis is used to detect comment spam. (Privacy Policy)
HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the or domains, for performance and efficiency reasons. (Privacy Policy)
Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
MavenThis supports the Maven widget and search functionality. (Privacy Policy)
Google AdSenseThis is an ad network. (Privacy Policy)
Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
Index ExchangeThis is an ad network. (Privacy Policy)
SovrnThis is an ad network. (Privacy Policy)
Facebook AdsThis is an ad network. (Privacy Policy)
Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
AppNexusThis is an ad network. (Privacy Policy)
OpenxThis is an ad network. (Privacy Policy)
Rubicon ProjectThis is an ad network. (Privacy Policy)
TripleLiftThis is an ad network. (Privacy Policy)
Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)
ClickscoThis is a data management platform studying reader behavior (Privacy Policy)