Sales Tactics – Mastering the Art and Science of Asking Effective Questions

The art and science of asking effective questions is critical to helping clients succeed and becoming a trusted advisor. The questions we ask of others and of ourselves largely determine the quality of our interactions, the effectiveness of our solutions, the exactness of our evaluation and the breadth of our creativity. As you master skills for asking effective questions, you will enter into more mutually beneficial and long‐lasting relationships and will create more value for clients and yourself.

MAHAN KHALSA

Based on Mahan Khalsaʹs book, Letʹs Get Real or Letʹs Not Play, these tips are meant to share the framework for asking effective questions:

Intent Counts More Than Technique « The Thin Edge of the Wedge.

Be a Good Listener « The Thin Edge of the Wedge.

If You Feel It—Ask It « The Thin Edge of the Wedge.

Avoid Leading Questions « The Thin Edge of the Wedge.

Gain Permission to Ask Questions « The Thin Edge of the Wedge.

Ask One Question at a Time « The Thin Edge of the Wedge.

Ask Hard Questions in a Soft Way « The Thin Edge of the Wedge.

Slow Down for Yellow Lights « The Thin Edge of the Wedge.
Move Off the Solution « The Thin Edge of the Wedge.

Structure Your Questions (and Hence the Conversation) « The Edge of the Wedge.

Clarify the Underlying Issues « The Edge of the Wedge.

Get Out All the Issues (Define the Playing Field) « The Edge of the Wedge.

Prioritize the Issues « The Edge of the Wedge.

Ask for Evidence « The Edge of the Wedge.

Explore Impact « The Edge of the Wedge.

Ask About a Budget or Investment Range Early « The Edge of the Wedge.

Find Out What They Will Do to Decide, Before Asking Who Will Decide. « The Edge of the Wedge.

Get the How from Who « The Edge of the Wedge.

Ask How and What Rather Than Why « The Edge of the Wedge.

Ask Who Wins and Who Loses « The Edge of the Wedge.

Ensure You Answer the Real Question | The Edge « The Edge.

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