---
title: Question-Based Selling Is Only As Good As the Questions Being Asked
description: It's all about the quality of your questions. Question-based selling is only as effective as the questions you ask. Don't be limited by scripted questions.
image: https://blog.peoplefirstps.com/hubfs/exampleeeee-1.svg
---

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 October 3, 2018

# Question-Based Selling Is Only As Good As the Questions Being Asked

[Deb Calvert](https://blog.peoplefirstps.com/connect2lead/author/deb-calvert)  ·   2 minute read

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close. Still others would say a good question is one that forces the buyer to agree with the seller, even if on a small point.

These misunderstandings about questions **push buyers away**. That’s why none of these are good questions. And question-based selling is only as effective as the questions you're asking.

## ![Graphic Showing Asking Question and Giving Examples](https://blog.peoplefirstps.com/hubfs/example1-1.svg)**So, What Is Good Question-Based Selling?**

A good question is one that **draws the buyer toward the seller**. Good questions yield the type of information the seller is looking for. Good questions elegantly steer the conversation so it builds rapport and trust.

Good questions are not:

- Scripted
- Robotic
- Crafty
- Manipulative

Instead, they are natural-sounding and follow the logical course of the conversation. They are designed to pinpoint, with precision, the exact sort of response a seller needs before proceeding.

Good questions are logically sequenced, too, starting broadly and then narrowing to become progressively more specific to the sales situation. As with any conversation, sellers are guided by their own curiosity and ask follow-up questions to learn more about key points offered by the buyer.

Good questions lead to good conversations and open, **two-way dialogues**. Good conversations build trust between buyers and sellers. Good questions go beyond making a good impression. They make a deep and lasting impression on the buyer, one that makes the seller stand out above all others.      

The same skills will serve you well in other settings, too. Asking good questions when interviewing to fill a job will give managers a much stronger chance of selecting the best-fit employee for the position. In fact, the best practices for asking questions apply in any setting where you need information and insights to proceed properly.

## **Ask Questions With Purpose**

So why don’t more people ask good questions more often? It’s simply because **we don’t pay near enough attention to our own purposes** for asking questions. That’s why we end up on go-nowhere fishing expeditions, asking ill-crafted questions that bog down our conversations. 

It’s easy, though, to build skills for asking improved questions that yield much better information. Entrepreneurs, selling professionals, and customer service personnel who master the use of **eight distinct purposes** for asking questions create value in every conversation. Used wisely, questions are potent connectors.

[![CTA_Book Cover_Amazon DQ_030923-2](https://blog.peoplefirstps.com/hs-fs/hubfs/CTA_Book%20Cover_Amazon%20DQ_030923-2.png?width=663&height=284&name=CTA_Book%20Cover_Amazon%20DQ_030923-2.png)](https://www.amazon.com/Stop-Selling-Start-Leading-Extraordinary/dp/1119446287/ref=sr_1_1?keywords=stop+selling+and+start+leading&qid=1677716316&sr=8-1)

[![FINAL-Mar-15-2023-09-52-13-4848-AM](https://2524398.fs1.hubspotusercontent-na1.net/hub/2524398/hubfs/blog-image-uploads/FINAL-Mar-15-2023-09-52-13-4848-AM.png?width=1200&length=1200&name=FINAL-Mar-15-2023-09-52-13-4848-AM.png)](https://www.peoplefirstpotential.com/)

The CONNECT2Sell Blog has been discontinued as our focus has shifted to leadership at every level. Research with buyers demonstrates that buyers respond favorably when sellers show up as leaders. If you'd like to step into your full potential as a leader (and boost sales!), take a look at our free and affordable courses on [https://www.peoplefirstpotential.com](https://www.peoplefirstpotential.com/)

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## Related posts

[![Graphic Showing an interview demonstrating Leading with Questions](https://blog.peoplefirstps.com/hubfs/interview.svg)](https://blog.peoplefirstps.com/connect2lead/leading-with-questions-vs-asking-leading-questions)

[asking questions](https://blog.peoplefirstps.com/connect2lead/topic/asking-questions)

### [Leading with Questions VS Asking Leading Questions](https://blog.peoplefirstps.com/connect2lead/leading-with-questions-vs-asking-leading-questions)

[![](https://blog.peoplefirstps.com/hubfs/Imported_Blog_Media/thumb-2b-300x240.png)](https://blog.peoplefirstps.com/connect2lead/sellers-questions-about-questions)

[CONNECT2SELL Blog](https://blog.peoplefirstps.com/connect2lead/topic/connect2sell-blog)

### [Sellers: Do You Have Questions about Asking Questions?](https://blog.peoplefirstps.com/connect2lead/sellers-questions-about-questions)

[![Graphic Showing People Singing](https://blog.peoplefirstps.com/hubfs/346%20-%20confidence.svg)](https://blog.peoplefirstps.com/connect2lead/asking-questions)

[asking questions](https://blog.peoplefirstps.com/connect2lead/topic/asking-questions)

### [Asking Questions that Are Natural and Productive](https://blog.peoplefirstps.com/connect2lead/asking-questions)

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### Deb Calvert, founder

Putting PEOPLE First since 2005 [deb.calvert@peoplefirstps.com](mailto:deb.calvert@peoplefirstps.com)

[PFPS Information](https://peoplefirstps.com/about)

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