“The quality of your questions determines the quality of your sales results.”

- Dan Rochon

There’s something I’ve seen over and over again.
Salespeople show up prepared to talk.
Prospects show up hoping someone will finally listen.

The gap between the two is where most deals die.

Early in my career, I learned that the moment I stopped trying to impress a prospect and started trying to understand them, my entire business changed. Not slowly. Immediately.

And it came down to one thing.
The questions I asked.

When the right questions are asked at the right time, something powerful happens. Prospects stop holding back. They open up. They share real concerns. They reveal what they actually value.

That’s when the sale becomes simple.

Let’s walk through the questions that consistently create that shift.

The First Question: “What made you open to this conversation today?”

This question works because it invites honesty.
Not pressure.
Not a pitch.

People want to feel seen. If you give them space to tell you why they showed up, they’ll show you exactly where to guide the conversation next.

The Clarity Question: “What’s the goal you’re trying to achieve in the next 90 days?”

Prospects don’t move for vague reasons.
They move because there’s a timeline, a pressure point, or a personal milestone.

When you uncover the next 90 days, you uncover urgency.

And urgency moves deals forward with less resistance.

The ‘Why Now’ Question: “Why is this important for you at this moment?”

This is where you discover the emotional drivers behind their decisions.

People buy based on feelings and justify with logic.
This question uncovers the feeling.

You’ll hear things like…

“I’m tired of feeling stuck.”
“I want more stability for my family.”
“I can’t afford to miss another opportunity.”

Once that emotion is revealed, the rest of the conversation becomes clear.

The Alignment Question: “What would make this a win for you?”

This question builds trust faster than any script.

Most salespeople assume they know what a “win” means to the prospect.
But every buyer defines value differently.

When someone tells you what a win looks like for them, they are also telling you how to close them later—without pressure and without pushback.

The Awareness Question: “What challenges have held you back so far?”

When prospects share their struggles, they’re not just giving you context.
They’re revealing the exact barriers you need to help them break through.

This turns your conversation into a collaboration rather than a pitch.

You’re not selling.
You’re helping.

And prospects feel the difference.

The Commitment Question: “If we find the right solution today, what happens next?”

This question does something subtle but powerful.
It shifts the prospect’s mindset into forward movement.

You’re not asking them to commit.
You’re asking them to tell you what commitment looks like.

When they articulate it, they own it.

And the sale becomes natural.

The Truth Behind These Questions

These questions work because they’re not designed to manipulate.
They’re designed to understand.

The more clarity you have, the easier it is to guide someone toward the outcome they already want.

Great salespeople don’t push.

They uncover.
They connect.
They lead with curiosity.

And when you use the right questions, prospects don’t feel “sold.”
They feel supported.

That’s how you build a business that grows year after year.

If you want to learn the deeper strategies behind asking the right questions—strategies that help you influence with confidence and consistency—grab your copy of Teach to Sell.

It’s not just a book.
It’s the blueprint.

👉 Get your copy here

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