I had the pleasure of joining Eli Libby and Kyle Nelson on the Peak Fulfillment Coaching podcast, where we dove deep into a skill every sales professional strives to master: asking the right questions.
We discussed the true power of open-ended questions and why they’re crucial for uncovering valuable insights about prospects. Open-ended questions allow us to learn about the goals, challenges, and motivations that drive our clients—insights that are essential to truly understanding and meeting their needs. But here’s the kicker: asking these questions well isn’t as easy as it sounds. Shifting from closed, leading questions to open-ended ones can feel unnatural, even for the most seasoned professionals.
We also talked about closed-ended questions and why we naturally gravitate toward them. Closed questions have their place, but they limit discovery and often cause us to miss out on the bigger picture. The reality? Changing our question habits takes intentional practice, but the payoff in richer, more meaningful client conversations is worth it.
Tune into the episode if you’re interested in refining your questioning technique and maximizing what you learn from every prospect conversation. Sometimes, the smallest adjustments lead to the most impactful changes.
