Smart Questions

Smart Questions

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Smart Questions
That make you look smart!

Smart lead-in questions:

  • What makes you think…
  • How do you select…
  • What’s most important to you about…
  • Where do you see…
  • How have you employed…
  • What has been your experience with…
  • If you could change one thing about…
  • How would you improve…
  • What plans have you made to…

Smart follow-up questions to smart lead-in question…

  • How will you do that?

No-means-Yes closing question…

  • Can you see any reason not to —————-?

Smart closing strategy questions…

  • What’s the risk? If the risk is low, what are the possible rewards?
  • Fair enough?
  • Is there any additional information you need to decide?
  • Can you see any reason not to proceed?
  • Is there anything else (more) you need to know?
  • How will you deal with that?
  • What plans have you made to handle that?
  • How will you use that to your advantage?
  • How will your toughest competitor react to that? (naming the competitor is infinitely more painful)
  • If you ———— how would you use your —– to build your business?
  • If you were able to achieve those goals, would ———– be worth it?
  • Isn’t that what you really want?
  • How are you taking advantage of the ———— opportunity?
  • Is anyone you’re doing business with ————?
  • Are you looking for new ——————–?
  • Are you looking to make more ————?
  • How much is one new customer worth?
  • How much is one new business friend or relationship worth?
  • How often do you ——————- ?