The Secret to More Sales? Ask Better Questions

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive – How Interested Are You in Truly Understanding Your Customer?
For sales professionals everywhere.

It starts with you.

The most powerful sales conversations aren’t the ones where you do all the talking—they’re the ones where you ask the right questions and truly listen to the answers.

But here’s the thing: great questions will fall flat if they’re not sincerely asked.
Your curiosity, your genuine desire to understand your customer, is what gives your questions life. Being inquisitive isn’t about being nosey or prying into someone’s private life. It’s about being curious—curious about their needs, their goals, and what really matters to them.

So, how curious are you?

Recognize When You Lose Curiosity

We all do it. We get distracted, lose focus, or start thinking about what we want to say next. The key is to notice it when it happens.

• Feeling your attention drift? Pause and take a deep breath.
• Losing the thread of the conversation? Recap what’s been discussed and ask another question to refocus.
• Catching yourself talking more than listening? Shift the spotlight back with a simple, “Tell me more about that…”

In most conversations, the person asking the questions is the one guiding the discussion. Be that person. But don’t just ask to check a box—ask because you really want to understand.

Quick Practices to Strengthen Your Inquisitiveness:

1. Use Silence Strategically: After asking a question, resist the urge to jump in. Pause. Let the customer fill the space—you might be surprised at what they reveal.

2. Try “Tell Me More About That…”: It’s simple but powerful. When a customer shares something important, use this phrase to dive deeper.

3. Practice Everywhere: Don’t wait until you’re with a client. Practice being inquisitive with your family, friends, and colleagues. You’ll uncover stories, insights, and connections you never expected.

4. Keep a Curiosity Journal: After each sales conversation this week, jot down what you learned about your client that you didn’t know before. Over time, you’ll start to notice patterns—and you’ll naturally ask better questions.

Being inquisitive builds trust. It makes your customers feel seen, heard, and understood. And when people feel understood, they’re far more likely to buy from you—not because you sold them something, but because you offered them a solution that fits their unique needs.