---
title: "17 Questions Salespeople Often Ask"
description: "Sales training is more challenging than general training because salespeople ask many questions that are often situational, requiring empathy and practical experience to answer effectively. This article outlines 17 common questions and answers that can help salespeople become top performers, emphasizing the importance of observation, problem-solving, and continuous improvement."
author: "刘信峰"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2015-04-17"
language: "en"
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# 17 Questions Salespeople Often Ask

> Sales training is more challenging than general training because salespeople ask many questions that are often situational, requiring empathy and practical experience to answer effectively. This article outlines 17 common questions and answers that can help salespeople become top performers, emphasizing the importance of observation, problem-solving, and continuous improvement.

People who regularly conduct sales training face more difficulties than those who do general training, because salespeople ask many questions, and these questions often have special contexts. Only by putting yourself in their shoes can you better resolve them. Sales trainers must have sales experience and be or have been top salespeople, because the trainees usually have rich experience and distinct sales personalities; without real skills, pure theory won't convince them. If you are training top salespeople, you must achieve an effect of sudden enlightenment and instant insight; only then is it valuable training for them. Whether new or veteran, all salespeople care most about one question: "How can I become a top-performing sales elite?" So how can one become a sales elite?

Let's look at a model: Problem—Answer—Goal—Action—Result—Performance. That is, problems lead to answers, answers lead to goals, goals influence actions, actions determine results, and results determine performance. In other words, salespeople must have problems; they must be good at observing and identifying problems. Problems can be about customer relationship details, promotional details, visit details, or company management systems, competitor strategies, global market models, etc. I have summarized the most frequently asked and most important questions, totaling 17. If a salesperson cares about these questions and resolves them, they will surely be a sales elite in their industry.

1. What to do when a salesperson has nothing to say to a client? Answer: 1. Explain prepared materials to the client; the condition is that you must prepare materials in advance, which can be product knowledge, company introduction, or personal introduction. 2. Talk about personal hobbies; this process is about finding common ground. Find the client's interest topics so they are willing to communicate with you for a long time. If it's a new client, be cautious and don't talk about everything.

2. What are the preparations before visiting a client? Answer: 1. Dress, language, and psychology. The first impression a salesperson gives to a client will influence until the first conversation ends. 2. Maintain a manner of courtesy and neither humble nor pushy.

3. What are the language taboos in sales? Answer: 1. Salespeople should try not to use words like "generally," "maybe," "basically," or "not necessarily." If you replace them with "of course," "I guarantee," "certainly," or "rest assured," it will increase your chances of closing the deal. If you really can't answer temporarily, you can say, "That's a professional question. I'll ask our company's person in charge and let you know." 2. Avoid profanity and verbal tics.

4. What should the interpersonal relationships of a successful salesperson be like? Answer: Top salespeople are socially adept, skilled in communication both inside and outside the company, and maintain good relationships in all aspects. Their friends are mostly capable people, because birds of a feather flock together.

5. How to talk about products with a new client? Answer: Four points must be introduced: 1. What product you deal in. 2. What the product is used for. 3. What the product features are. 4. What benefits it will bring to the other party.

6. Which salespeople are least welcome? Answer: 1. Those who speak haltingly or with a feminine voice for male salespeople, i.e., lacking personal charm in speech. 2. Those who cannot answer client questions, i.e., not professional. 3. Those who are not humble and lack manners. 4. Those who make promises they can't keep, i.e., dishonest. Most people like to be with those who share common interests and similar behavior, so true sales masters often have multiple facets or, in other words, no fixed personality.

7. What if you don't have a charming voice? Answer: Actually, apart from musicians and hosts, very few people have a charming voice; on average, one in thirty people has a voice with charm. As a salesperson, if your voice quality isn't charming, you must have language skills, which will help you take the initiative in communication. Salespeople with good voice quality indeed gain more appreciation from clients. If you don't have it, avoid unclear speech, inconsistent tone, and profanity.

8. The realm of a sales master: Be calm in life and in sales. If you are not vain, you won't be flustered; even if you need to be humble, don't panic. If you can remain composed and unflappable, you are a sales master.

9. How to give benefits to the other party? Answer: Giving benefits also requires method. When giving kickbacks, consider the occasion, time, and mood. If the other party is in a bad mood, most will think the kickback is too small; if the occasion is inappropriate, it may backfire. The same applies to interpersonal interactions: if the occasion, time, and mood are right, everything is easy.

10. Once the other party tries your product, you must do everything to avoid taking the goods back. In fact, if the other party tries your product, you are already 99% successful. If the client returns the goods, there is only one reason: your work was not done well.

11. Every company has its own sales channels, but outstanding salespeople are not limited to fixed sales models. Today's marketing models emerge in endless variety, such as service marketing, database marketing, digital marketing, online marketing, conference marketing, direct selling, multi-level marketing, etc. The market changes rapidly, so your sales model should change accordingly.

12. Sales elites have enviable experience, so they inevitably often use their experience to judge the market, and even guide subordinates with subjective experience. This is not to say it's wrong, but true sales elites are good at capturing market information and then using experience to make judgments.

13. Phenomena have patterns; sales elites can capture key market phenomena and grasp the patterns behind them.

14. Sales masters do not talk endlessly about products to customers; instead, they find ways to make customers talk more. Remember: "Talk less, listen more."

15. What books are essential for sales elites? Answer: Human resource management, marketing, psychology, and The Art of War. These four areas must be read. Reading human resource management helps you understand company systems and models; reading marketing broadens your sales vision; reading psychology helps you judge the intentions of clients and leaders; The Art of War is a classic Chinese philosophy, and business is like war; it teaches you how to deal with competitors. Marketing books are endless, and many are not worth reading. I suggest reading the marketing father Philip Kotler's marketing book. It's not that you can't do well without reading, but knowledge updates quickly, and marketing updates even faster. To become a strategic sales elite, you need a broad knowledge base, and books are one of the best ways to acquire knowledge.

16. The personality of sales elites: Since I started working, I have encountered countless sales elites. Summarizing their personalities, they mainly have: 1. Passionate type: When you see them, they are always passionate and enthusiastic; you never see them complain or be depressed. 2. Diligent type: They are not afraid of hardship, dare to challenge, have clear personal goals and ideals. Sales keep growing, and they are easily appreciated by leaders. 3. Assertive type: They are decisive, swift, skilled and fierce in business, domineering yet confident; often they are the sales champions in the team. 4. Honest type: They are enthusiastic, cautious, keep their word, approachable, and have excellent customer relationships; they are easily accepted by clients. 5. Thinking type: They are always clear-minded, methodical, enjoy thinking, good at planning, and never appear flustered or fearful. They handle internal and external relationships well, act calmly and composedly, and are often the first choice for promotion.

17. How to become a sales elite? A professional survey company in the U.S. once conducted a survey specifically on what kind of people have the most potential to become sales elites. The results showed that the quality of sales elites determines their success. The importance ranking of qualities is: passion, integrity, skill, knowledge, experience, network, and personality. It can be seen that network is not the most important condition; at best, people with network rank sixth.

In fact, except for those born with severe disabilities, anyone has the potential to become a sales elite, as long as you maximize your strengths and persist in your efforts. Because if you lack passion, you can have integrity; if you lack integrity, you can have skill; if you lack skill, you can have knowledge; if you lack knowledge, you can have experience; if you lack experience, you can have network; even if you have nothing, you can have problems. 99% of the time, selling products is selling your ability. When your overall ability improves, you will naturally become an enviable sales elite. So, salespeople, as long as you maximize your strengths and persist in your efforts, one day your ability will reach its peak, and then you will be a sales elite with impressive income.

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