Never Ask These 5 Stupid Sales Questions

1. “How are you?”

This is one of those sales questions that’s particularly personal to me. Why? Because I hear it all the time. “How are you?” is used as a conversation starter in about 95% of selling situations. What’s crazy is that salespeople just ask, “How are you?” like a reflex, but it’s actually killing their ability to sell. Prospects know that salespeople don’t really care how they’re doing. So this question is disingenuous, and it breeds resentment in your prospects from the get-go.

“How are you?” is really just a time-filler, something to say to take up space at the beginning of an awkward conversation. Given that most salespeople start calls, meetings and even emails with this cliché sales question, you need to stop. Don’t ever ask anyone this stupid sales question again. Instead, try starting a conversation with prospects with a simpler, more distinct question like, “Did I catch you in the middle of something?” This sales question will catch your prospects off guard and you’ll be more likely to actually engage them.

2. “Can I pick your brain?”

"Hey, George, can we set up a call so I can pick your brain on what you'd be looking to accomplish?" Wow. That is the worst. First of all, nobody wants their brain to be picked. I mean, just visualize it. On a serious note, any sales questions similar to this are a complete turn-off to prospects. Even sales questions like, “Can we set up a call so I can learn more about your challenges?” are useless, because they show absolutely zero value on the salesperson’s part.

Instead, you need to show value. Engage your prospects in a conversation by email, phone, or whatever, and show some value through the quality of your sales questions and the information that you've provided, then just set the logical next step to go deeper. Brain picking is no-no.

3. “Would you be interested if...?”

“George, would you be interested if I could show you a way to double your sales?” Of course he would. This stupid sales question is not only old-school, but it's also patronizing to your prospects. Moreover, you're already starting from the wrong place. In a selling situation, you're not trying to get prospects interested; you're trying to uncover their challenges. Interest is old-school. New-school, modern-day selling is all about asking sales question that help you identify the challenges that matter—and then solving them. Interest-based selling focuses on the product that you’re selling rather than the actual prospect, so drop it. Instead, ask strong sales questions that uncover challenges.

4. “Are you the decision maker?”

“Hey, George, are you the decision maker?” What do you think George wants to say in response to that question? Of course, he wants to say yes—even if the answer is really no. This sales question is way too direct, and it will never get you the information you really need in a selling situation. All you'll actually accomplish by asking this stupid sales question is either getting false information or actually pissing the prospect off.

Instead, learn about the prospect’s decision-making process by focusing on the process itself. It takes a lot of pressure off of the prospect. When you as the right sales questions to dig into a prospect’s decision-making process, the prospect will inevitably tell you who's involved in making the decision and, more importantly, how the company actually goes about making that decision.

Stupid Sales Questions #5: “What can I tell you at this point that would make you want to buy?”

“George, what can I tell you right now that would make you sign on the dotted line?” I feel like I need to take a shower are writing that question—it’s just that dirty. This sales question is so old-school, so high pressure, so transparent, that I shouldn't even have to explain what’s wrong with it. But the biggest problem here is the pressure that it's putting on the prospect. With sales questions like this, you’re going to get a ton of think-it-overs. It’s time to start asking sales questions that help your prospects to uncover challenges, show them how your offering will actually help them resolve issues, and then set clear next steps.

So, there you have it. Now you know the five stupid sales questions that you should never ask. There are the five stupid sales questions that you should never ask. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.

[mstripling]

Mark, I actually used the "did I catch you in the middle of something?" Combined with "give me 60 seconds to explain and if you're still not interested, feel free to hang up, fair enough?" And so far its actually allowing me to keep customers on the phone longer. I just started selling Medicare supplements so I'm still in the process of building my pipeline but so far I think your techniques are solid and so far definitely work from what I've seen.

[ashamoah]

THE STUPID QUESTIONS
1: How are you?
2: hey can I pick your brain?
3: would you be interested ?
4:are you the decision maker
5:What can I tell you at this point that will make you want to buy?

[MRDOTASUSEE]

This guy I so underrated, I've made thousands from his techniques, in secondary sales with furniture and in event management

[benstephenson]

My Marc Wayshak favorite greeting is: “how have you been?” -it it’s different, and forces them to try and process if they know you or not, hence buying you a clear introduction.

[rafikvanc]

Just loved your tips. Being a retail salesperson I often ask these question "How are you?" I will definitely avoid this question from now on.

[boldforfreedom]

I found why people rejecting me more often. Thanks this advice is priceless!!!!

[yardmasterswealtheducation]

People do not want to be sold, but they do want to buy.

Also, to discover what people really want requires a method other than a direct question, because, to put it quite simply, people do not know what they want.

Great video!

[ukdave]

I totally agree. People throw "how are you" without any concern about the next person. It's worse than useless. Thanks for sharing, Marc.

[darkoglavce]

The first question is the most important for the first impression, it tells that you really care for the people if you say it with the right tonality!

[robinhoodzerofourseveneigh]

I would never go with "did I catch you in the middle of something" because then they can think of an excuse. I would ask them for help with something. Say I'm looking to speak with the person that organises training, I would ask "do you have any idea where I can find the organiser of training?" If it's them then haha we both laugh and start a conversation, if not then they tell me where to go and I say to the new person "Hi, this person told me to get in touch with you regarding this, knocking down their defensive barrier at the start". Another great start is "I'm calling you because... (slight pause) if you don't ask you don't get. So I'll ask" People seem to eat that up.

[ronwhitmore]

This is good information. In the food industry asking for the decision maker is something being taught. I always thought it was a bad idea but couldn’t understand why. Thanks for the clarity.

[chanson]

FANTASTIC video, Marc!!
When I first started working as a tele recruiter in a call center, and had to go through my training days. I had to watch how others were doing their intros with the clients on the phone. 99.9% of everyone in the room from what I heard was...'hi, how are you....''..I always always thought. Do you really care how that person on the other side of the phone is okay or not?
Although for a while I followed the speil and did the same as them. But you can always tell when you are on the phone after this greeting, with the response that the person on the other end is just responding to the formalities and know that you know that is all it is. Lip service.
You know when your mouth is talking but your brain is saying..why am I saying this?
I am so glad you brought this up. It just confirms my own perspective about it. I saw the example telephone convo you made in another video and liked it and applied it. It worked almost most of the time. I did get a good couple more closes than previously. So it more genuine to cut that ridiculous intro out. Than to incorporate it. Nice job!

[firewolf]

As someone who has just started in sales and is relying quite heavily on the techniques I'm being taught from the company, it amazes me how much of the 'tips' are actually ruining my sales. I want more than anything to be successful at this job but I just don't feel right using the tricks that the company is pushing, I feel like I'll be much more successful using his tips and suggestions. Thanks Marc for the great video!

[jaydanielcastro]

This is solid gold. New school selling is more about solving problems versus making a quick buck.

[brentonridley]

This is really interesting stuff. I'm getting ready to start my new career as a Business-to-Business sales person with Aflac. I know I am going to face so many challenges with this new adventure I am taking, but it is one I am really passionate about, having been in a situation where I needed some medical service but didn't have the deductible to pay for my half of what "major medical" was providing. Now, my job will be to approach business owners and get them to sit down with me for 5 - 10 minutes to show what my product and services can do for their employees and they can also help their company. I was working for a mattress retailer, and I'm not going to lie... in their sales training, everyone of these questions are questions they want you to ask people when they walk in the store and I am going to agree with Mark, they just make me feel so dirty when I do. The one I hate the most is "What do I need to do to make you buy right now?" I hate this questions, but the company I was working for was paying mystery shoppers to make sure that before the customer walks, we asked this last ditch question. Talk about talking all the confidence out of your sales approach. Personally, if you have not closed your prospect by the time you get to this question, you're not going to close them at all. This has been a very informative video. Thanks, Mark!!!

[AmericanPatriotANomad]

Wow great information. I'm new to sales and will put this to use. Thank you so much

[TruPowur]

I have been teaching for years NOT to ask "How Are You?" This question tells the customer that a sales person is on the phone and the walls go up and they are only thinking about how to get off of the phone. Instead I like to start the conversation with "Good Day To You!" and usually get a return "Well Good Day to You Too". I get far more positive responses from the prospects this way.

[marlhex]

omg i just died -"no ninja headlock closes" 😂

[DubstepInFeCtIoN]

Thanks for posting the great advice. My favorite question to avoid is, "how are you doing?" You're right, it's dull and a turn-off for clients and everybody else

[petepozzuto]

Can you please do a video on what to say in an email to send to a prospect after we have left a voicemail? Thanks!