Asking questions is the most powerful way to communicate to others to persuade and influence them! I have created for you a unique sale process map driven by the right questions. Following these steps and asking the right questions will help you navigate and close any sale!

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TO NAVIGATE A SALES PROCESS
AND TO CLOSE ANY SALE FAST
66 Questions
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How to navigate and close any
sale by asking the right questions
“ASKING QUESTIONS IS
THE MOST POWERFUL
WAY TO COMMUNICATE
TO OTHERS TO
PERSUADE AND
INFLUENCE THEM!”

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So why questions drive sales forward more
effectively than any other form of dialogue?
There are three main reasons.
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SALES IS A PROCESS AND YOU
ARE A PROJECT MANAGER IN
THIS PROCESS. Like a sherpa
guide leads you through the
rocky Everest to arrive to the
top, you need to lead your
prospects through the sales
process. How do you do it? By
ASKING THE RIGHT QUESTIONS!
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I have been leading hundreds of complex sales with
contract values of up to $1bn, I observed my
colleagues doing the same, I’ve read hundreds of
books on effective selling and followed opinions of the
experts. All these allowed me to create a
unique sale process map driven by
the right questions. Following these steps
and asking the right questions will help you navigate
and close any sale! And remember, asking questions is
a skill, and the only way to improve and become a
master at it is by constant practicing, at work but also at
home!
Regards,
Karina Collis, MBA
Founder of Liinea Sales Advisory

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Create
value
and
offer a
trial
Identify
decision
making
process

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FRAME
(Introduce the topic, build credibility and
establish rapport)
• Give a business justification, company
story
• Talk about market trends and share
insights (”Are you aware of a recent
study that…”)
• Set up agenda, for example ”let’s go
through what is relevant to your firm and
were we can add value”
QUALIFY
(Understand if this prospect is suitable for
your solution)
• Let me ask you few questions to better
understand your business so we can
determine how you can benefit the most
from our solution
• What […] are you currently using?
• How is your process organised?
Questions to guide a buyer thorough the sales process

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IF THE PROSPECT ASKED FOR A MEETING
(Estimate how fast you can close the deal)
• What motivated you to invite us to talk about …?
• Have you researched the question extensively?
• Are you talking to any other vendors?
• Is it something you are looking to do now or later?
(and why do you want to do it now?)
Questions to guide a buyer thorough the sales process

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Questions to guide a buyer thorough the sales process
FIND THE PROBLEM
(Uncover your prospects’ needs in order to provide them with a useful solution)
• Many companies we are working with are facing these challenges [state the challenges]. Are you
experiencing this too?
• A recent study by […] highlighted that the biggest challenge of businesses similar to yours is […].
Would you say that it is true for your business?
• Are there any issues you face with respect to […]?
• Are you ever concerned that […]?
• Have you experienced any challenges with […]?
• How big of a problem is it for you?
How important is it to you that […]?
• Have you tried to do something to fix it?
• What would you like to see improved about what you are using now?
• Would you say that you [problem] because of this?
How much is this issue costing you?
• How much time on average you spend per month on […]?
• If you could […], would that be a big benefit to you?
• Aside from doing […], what else are you looking to address in relation to […]?
Your intent is to help

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Questions to guide a buyer thorough the sales process
EXPAND THE PROBLEM
(Make the uncovered problem bigger by showing
its implications or consequences)
• Is it leading to increased cost?
• What effect does that have on […]?
• Is it slowing your growth?
• Have you ever missed any opportunities
because of […]?
• How does that affect your revenue (or
productivity etc..)?
• How much of your time or money is it going to
take to fix it?
• Why do you think it is happening?
• Where do you think the cause is coming from?
IDENTIFY THE DECISION MAKING PROCESS
(Identify the key decision makers and the required steps)
• Could you explain your decision making process please?
• How does the approval process normally work?
• Have you bought a similar type of products before ?
What was the decision making process?
• Who is in charge of the purchasing decision?
• Is there anyone else that you would want to include in this
conversation who might be involved in this kind of a
decision?
• Who else would benefit from learning about the product?
• What are the steps we need to go through for you to
become our customer?

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CONFIRM VALUE AND OFFER A TRIAL
(Hear from the prospect how useful the solution
would be)
• Would this help? / Would it be useful if […]?
• What benefits do you see?
• Why is it important?
• Is there any other way it might help?
• Will it save money?
• Can you see how our solution can help you to
solve […] ?
• Why don’t you give it a try?
• What’s stopping your from having a free trial
and testing if we are able to solve all your
issues or not?
CLOSE A TRIAL
(the goal is to advance and close the deal)
• What is your impression so far?
• Based on what you know so far, does this
sound like something you can benefit from?
• Based on what you know so far, what do you
think about the the product?
• What questions and concerns do you have
(that we need to address before making a
decision)?
• What are outstanding questions that should be
covered?
• What do you need to see from us to make you
feel confident about the platform?
Questions to guide a buyer thorough the sales process

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Questions to navigate a sales process
IDENTIFY OBJECTIONS
(Reveal roadblocks to advance the deal)
• Do you have any concerns about […]?
• You seem a little worried about […]. What are your thoughts?
• Can you see any roadblocks that might stop you from buying […]?
• How confident do you feel about achieving your objectives from
implementing our solution? Why?
• Other than [objection], is there any other reason you would not go ahead
now? If […] wasn’t a problem, would you go ahead?
• If we find a workable solution for [objection], will you go ahead?
Questions to guide a buyer thorough the sales process

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Questions to navigate a sales process
Chase the answer
until the contract is
signed
ADVANCE THE DEAL
(And close it!)
• Where do you want to go from here?
• What do you think we should do from here?
• What information can I provide you to help you advance internal
conversations?
• Is there any information I can provide to support the internal
conversations?
• At this point, do you need more validation or evidence of the benefits
to support your internal conversation ?
• Should I send you the draft contract for review?
• How fast could you make the decision?
• If this decision was only up to you, where do you stand? Are you
ready to get this?
Questions to guide a buyer thorough the sales process

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