Sales questions for customer needs: Accelerate growth

27 Jun 2022 | Sales & Marketing

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Hooshang Bakht

Brego Business was started with a mission to make entrepreneurship easy. Our goal is to help business owners grow and scale without having to deal with the day-to-day stress of running a business. We specialize in providing services that help business owners grow their businesses, including search engine marketing (SEM), social media marketing (SMM), LinkedIn marketing, video production, accounts receivable (AR), accounts payable (AP), internal audit, VCFO, and recruitment. We have helped more than 500 brands grow their businesses. We work closely with the clients to understand their unique needs and develop customized strategies that deliver measurable results.

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7+ Best Sales Questions To Ask Customers For Better Experience

Businesses are not as same as they were a decade ago. Today’s consumer market is complex as customers have diverse needs. With diverse demands floating around, there is no space left for one-size-fits-all products and services. Owing to the emerging competition, it has become crucial to know ‘how to determine customer needs.’

Since the customers are often considered a great source of information, they can give you some free business lessons and growth hacks. But, it totally depends on your interaction with them. Do you know how to identify your customer’s core needs? And, how would you turn this interaction into sales ideas?In this post, we have mentioned the best sales questions to ask customers. It will not just make sales but will also improve the overall customer experience. Moreover, asking these questions will broaden your ideas so you can make a better sales pitch.

Powerful Sales Questions To Ask Customers

Below are the ten valuable sales questions to ask customers. Asking these questions will give you valuable insights into customer’s needs and will streamline the workflow. But you must be prepared for every question. Get ready with a series of follow-up questions to have a sparkling interaction.

Can You Please Brief us About Your Business?

Open-ended sales questions have always been a preferred choice to ask customers to gather information about their needs and business. If you have a new customer on board, here’s one of the most valuable sales questions to ask customers.

Ask your customers to brief you about their business and listen carefully to mark strong and weak points. Add more questions related to how their business functions and how to earn revenue. For instance, ask how ‘XYZ’ affects their bottom line and the alternative to fix it? There are many other sales questions to ask customers, but this is a perfect start to spark a conversation.

What Made You Interested In Our Services?

If you want to know the customer’s prospects, this is one of the most potent open-ended sales questions to ask customers. In answer to this question, the customers often talk about the services they need.

For instance, they are interested in your Search Engine Optimization services, which clearly means they have an online business. So, you can pitch for Social Media Marketing or other related services together.

Besides broadening your idea of sales, asking this question will give you a clear insight into what the customers actually want you to do. In this case, it comes with another plus point, allowing you to make direct sales.

How Much Has Been Budgeted For This Project?

Suppose you’ve gathered business info, have identified the customer’s needs, and the client finally tells his budget, which doesn’t even fit or come in your range. Apparently, it will give you a headache!


So, don’t add any hassle and go straight to ask about the customer budget, which is an important sales question to ask. It will help you determine the financial value of your lead. When you ask the customers about their budget, don’t add anything after the question. Moreover, in case the client’s budget exceeds your quote, justify the extra fundings. This is another sales question to ask that will help you understand their willingness to pay.

For instance, if you have services involving multiple processes, you can explain each clearly, time and resources, which is a crucial sales question to ask to help them understand the value of your offering.

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Was Budget A Barrier In Accomplishing Your Goals Previously?

The job of a salesperson goes beyond just pitching. One of the key responsibilities is customer needs identification, which is crucial for ensuring healthy transactions. If the customers had budget problems in achieving their goals, it might indicate a mismatch between their needs and the product or service you are offering. This is where customer needs identification becomes important. By asking the right questions and listening actively, you can understand their needs and recommend a solution that fits their budget. Your action, in this case, will form further interactions, so it’s important to choose your next question wisely. 


The best course of action in this situation is to turn the conversation from problems to solutions by asking another question related to customer needs identification. By doing so, you can identify their specific needs and tailor your product or service accordingly. By focusing on customer needs identification, you can build trust with the customers and increase the likelihood of a successful transaction.

If Timeline And Budget Are Constrained, What’s Your Ideal Solution?

Most salespeople don’t understand the chronology and close a pitch in just 3-4 questions. They simply talk about client requirements, budget, timelines, and payment process and close the deal.When you ask this question to your customers, they often suggest the easiest way to get the job done. It provides you with a deeper insight into their needs to plan accordingly and focus on delivering exactly what the customer wants.

What Are Your Short And Long Term Goals?

Regarded as one of the most critical sales questions to ask customers, asking about their objects will allow them to talk about their goals and milestones they want to achieve. Once they share their vision in the next FYI or five years, you can start figuring out how your product or services will benefit and accompany accomplishing customer’s goals.

The goals might also allow you to justify your budget. Moreover, you can pitch for your other services here.

What Is Your Buying And Success Criteria?

A salesperson should always be proactive in identifying potential opportunities and preventing problems. When you are pitching your service or product, ask your customers about their buying and success criteria.It allows them to describe the key factors to choose your product and services. While customer success determines your success, don’t forget the second part. For some customers, success might mean more leads or streamlined operations for others. Everyone has their own definition of success; therefore, it is better to ask once.

How Would You Describe The Service Of Your Current Vendor?

This is one of the most valuable sales questions to ask customers if they are already partnered with another service provider. Asking this will help you know their likes and dislikes.

While the interaction is going smoothly, you can broaden it by adding more questions regarding what brings them to change suppliers.

What Is Your Priority To Succeed In The Business?

The most challenging part of a salesperson’s job is asking this question and getting a detailed answer. Customers often come up with a power word that defines their goals or vision. While this is considered a boring option, often leads the interaction to end, there is another option.You can try “would you rather” techniques, which simplifies getting a more conversational answer. Or try with questions like, ‘why your previous vendor failed to meet your goals?’

How Soon Can We Begin After This Deal?

You have all the required information, budget details, and customer goals. Now it’s time to close the deal. But how would you finish it like a pro? Since we started the conversation with a question, let’s finish it with a question that brings you closer to the sale.Ask about the project initiation date or what else they need to start a project. Asking this question will allow you to manage the team and ongoing projects, and the customers show a positive sign.

Wrapping Up

Great sales questions are not narrated by storytellers. It all depends on your industry expertise and interactions with the customers in the same niche. While modern customers are wise and intelligent, they can swiftly filter between generic and genuine questions.

So, make sure you are original with your thoughts, and the questions are more related to the sales pitch than psychological manipulation.

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Frequently asked questions

What is customer needs identification?

Customer needs identification is the process of understanding and defining the requirements, desires, and expectations of your customers in order to create products and services that meet their needs.

Why is identifying customer needs important for sales?

Identifying customer needs helps salespeople tailor their approach to meet the specific needs of each customer. This can increase customer satisfaction, loyalty, and sales.

What are some common sales questions to ask when identifying customer needs?

Some common sales questions to ask when identifying customer needs include: "What problem are you trying to solve?" "What goals are you trying to achieve?" "What challenges are you facing?" "What's important to you when choosing a solution?" "How do you typically make purchase decisions?"

How do you determine the best sales questions to ask for a particular customer?

The best sales questions to ask will depend on the customer's industry, job role, company size, and specific needs. Researching the customer before the sales call or meeting can help you identify the most relevant questions to ask.

How can you make customers feel comfortable sharing their needs with you?

Building rapport and trust with the customer is key to making them feel comfortable sharing their needs with you. This can be achieved by active listening, asking open-ended questions, and demonstrating a genuine interest in their concerns.

How can you use customer needs identification to create better products and services?

By identifying customer needs, you can gather valuable feedback that can be used to improve your products and services. This can lead to increased customer satisfaction, loyalty, and sales.

How do you know if you've successfully identified a customer's needs?

You can gauge your success by asking the customer if you've accurately understood their needs and if they feel that your proposed solution will meet those needs.

What are some common mistakes to avoid when identifying customer needs?

Common mistakes include making assumptions about the customer's needs, not actively listening, not asking enough questions, and focusing too much on selling rather than understanding the customer's needs.

How can you use customer needs identification to upsell or cross-sell?

By identifying additional needs that the customer has, you can suggest additional products or services that can meet those needs. This can lead to increased sales and customer satisfaction.

How can you continuously improve your customer needs identification skills?

You can continuously improve your skills by gathering feedback from customers, practicing active listening and asking open-ended questions, and staying up-to-date with industry trends and developments.