--- title: Sales Differentiation Is Easy When You Ask Purposeful Questions description: The power of purposeful questions can't be overstated. To differentiate yourself and advance sales faster, learn how to craft GREAT questions. image: https://blog.peoplefirstps.com/hubfs/outcome.svg --- [Skip to content](https://blog.peoplefirstps.com/connect2lead/sales-differentiation-purposeful-questions#main-content) ![people first productivity solutions logo](https://blog.peoplefirstps.com/hs-fs/hubfs/people%20first%20logo%20xlarge-1.png?width=250&height=108&name=people%20first%20logo%20xlarge-1.png) - [Home](https://peoplefirstps.com) - [Leadership](https://peoplefirstps.com/leadership-program-design) Show submenu for Leadership - [The Leadership Challenge®](https://peoplefirstps.com/the-leadership-challenge) - [The Leadership Practices Inventory®](https://peoplefirstps.com/lpi) - [Supervisor Training](https://peoplefirstps.com/supervisor-training) - [Leaders at Every Level](https://peoplefirstps.com/leaders-at-every-level) - [Leadership Coaching](https://peoplefirstps.com/leadership-coaching) - [Leadership Program Design](https://peoplefirstps.com/leadership-program-design) - [Teams](https://peoplefirstps.com/executive-teams) Show submenu for Teams - [Executive Teams](https://peoplefirstps.com/executive-teams) - [Team Building](https://peoplefirstps.com/team-building) - [People Practices](https://peoplefirstps.com/people-practices) - [Communication Skills](https://peoplefirstps.com/communication-skills) - [Trust at Work](https://peoplefirstps.com/trust-at-work) - [Personality Style](https://peoplefirstps.com/personality-style) - [Conflict at Work](https://peoplefirstps.com/conflict-at-work) - Personal Growth Show submenu for Personal Growth - [Soft Skills](https://peoplefirstps.com/soft-skills) - [Your Voice Matters](https://peoplefirstps.com/your-voice-matters) - [Emotional Intelligence](https://peoplefirstps.com/emotional-intelligence) - [1:1 Coaching](https://peoplefirstps.com/1-on-1-coaching) - Resources Show submenu for Resources - [The People First Leadership Academy](http://www.peoplefirstpotential.com) - [Connect2Lead Newsletter](https://peoplefirstps.com/connect2lead-newsletter) - [Books](https://peoplefirstps.com/books) - [Workshop Calendar](https://peoplefirstps.com/workshop-calendar) - [About](https://peoplefirstps.com/about) - [Contact](https://peoplefirstps.com/contact-us) Open main navigation Close main navigation - [Home](https://peoplefirstps.com) - [Leadership](https://peoplefirstps.com/leadership-program-design) Show submenu for Leadership - [The Leadership Challenge®](https://peoplefirstps.com/the-leadership-challenge) - [The Leadership Practices Inventory®](https://peoplefirstps.com/lpi) - [Supervisor Training](https://peoplefirstps.com/supervisor-training) - [Leaders at Every Level](https://peoplefirstps.com/leaders-at-every-level) - [Leadership Coaching](https://peoplefirstps.com/leadership-coaching) - [Leadership Program Design](https://peoplefirstps.com/leadership-program-design) - [Teams](https://peoplefirstps.com/executive-teams) Show submenu for Teams - [Executive Teams](https://peoplefirstps.com/executive-teams) - [Team Building](https://peoplefirstps.com/team-building) - [People Practices](https://peoplefirstps.com/people-practices) - [Communication Skills](https://peoplefirstps.com/communication-skills) - [Trust at Work](https://peoplefirstps.com/trust-at-work) - [Personality Style](https://peoplefirstps.com/personality-style) - [Conflict at Work](https://peoplefirstps.com/conflict-at-work) - Personal Growth Show submenu for Personal Growth - [Soft Skills](https://peoplefirstps.com/soft-skills) - [Your Voice Matters](https://peoplefirstps.com/your-voice-matters) - [Emotional Intelligence](https://peoplefirstps.com/emotional-intelligence) - [1:1 Coaching](https://peoplefirstps.com/1-on-1-coaching) - Resources Show submenu for Resources - [The People First Leadership Academy](http://www.peoplefirstpotential.com) - [Connect2Lead Newsletter](https://peoplefirstps.com/connect2lead-newsletter) - [Books](https://peoplefirstps.com/books) - [Workshop Calendar](https://peoplefirstps.com/workshop-calendar) - [About](https://peoplefirstps.com/about) - [Contact](https://peoplefirstps.com/contact-us) [All posts](https://blog.peoplefirstps.com/connect2lead/all) September 26, 2018 # Sales Differentiation Is Easy When You Ask Purposeful Questions [Deb Calvert](https://blog.peoplefirstps.com/connect2lead/author/deb-calvert)  ·  2 minute read It’s been said that in sales differentiation, asking questions is an art, an appealing expression requiring craftsmanship and finesse. It’s also been said that asking questions is a science, a systematic process requiring knowledge gained through observation and experimentation. In selling, there are **two schools of thought when it comes to using questions** as a way to connect with buyers and advance sales to a close. You can find numerous books and training courses on this subject, and every one of them will lean one way or the other. ![Graphic Showing Asking Question and Sharing Outcome](https://blog.peoplefirstps.com/hubfs/outcome1.svg) ## **Sales Differentiation: Is Asking Questions a Science or an Art?** The “**questions as science**” resources provide formulaic questionnaires. Sellers are taught to ask scripted questions in a predetermined order. For buyers, this often feels like a survey. It seems one-sided, more diagnostic than dialogic. For sellers, the aim of these questions is often not clear. As a result, natural follow-up questions are not asked. Sellers may not know how to use the information gathered in preparing appropriate solutions for their buyers. The “**questions as art**” resources are too conceptual and abstract for many sellers to grasp. Books filled with sample questions but no context for them can be confusing. Sellers (and, in some cases, entire industries) adopt the school best suited to their own sales processes and/or personalities. In technical fields and complex selling, you usually find a scientific process for asking questions. With more frequent encounters between buyers and sellers, including most B2C sales, there’s a higher likelihood questions are seen as an art form with companion training related to psychology, neuroscience, storytelling and the like. The problem with selecting one over the other? You are missing out on the full, varied and rich information that a mix of questions yields. Your technique limits you. Process drives certain types of questions. Expression drives different types. When it comes to asking questions in selling, the versatility to use a full range of questions will give you a complete set of tools. As a scientist, you may not need a paintbrush all that often. As an artist, you may not use a microscope every day. But equipping yourself with tools that diversify your questions will give you much more to work with. ## **The Correct Answer? DISCOVER Questions** The acronym DISCOVER stands for eight distinct purposes of asking questions. This model was developed by observing sales calls and interviewing buyers and sellers for over 20 years. Check to see which purposes you may be missing, and then you can fill your toolbox for art or science as needed. **D**ata Questions: for getting factual, objective information **I**ssue Questions: for probing dissatisfaction **S**olutions Questions: for collaborating to co-create solutions **C**onsequence Questions: for revealing risks and concerns **O**utcome Questions: for understanding hopes, dreams, plans, goals and visions **V**alue Questions: for prioritizing needs and motivating factors **E**xample Questions: for drawing comparisons and imagining possibilities **R**ationale Questions: for understanding how decisions will be made     [![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/) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://blog.peoplefirstps.com/connect2lead/sales-differentiation-purposeful-questions) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://blog.peoplefirstps.com/connect2lead/sales-differentiation-purposeful-questions) [twitter icon](https://twitter.com/intent/tweet?url=https://blog.peoplefirstps.com/connect2lead/sales-differentiation-purposeful-questions) [envelope icon](mailto:?body=https://blog.peoplefirstps.com/connect2lead/sales-differentiation-purposeful-questions) ## Related posts [![Graphic Showing Asking Question and Giving Examples](https://blog.peoplefirstps.com/hubfs/exampleeeee-1.svg)](https://blog.peoplefirstps.com/connect2lead/question-based-selling) [CONNECT2SELL Blog](https://blog.peoplefirstps.com/connect2lead/topic/connect2sell-blog) ### [Question-Based Selling Is Only As Good As the Questions Being Asked](https://blog.peoplefirstps.com/connect2lead/question-based-selling) [![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) [![Figure of a female superhero](https://blog.peoplefirstps.com/hubfs/274%20-%20female%20superhero.svg)](https://blog.peoplefirstps.com/connect2lead/quality-questions-will-become-your-secret-superpower) [quality questions](https://blog.peoplefirstps.com/connect2lead/topic/quality-questions) ### [Quality Questions Will Become Your Secret Superpower](https://blog.peoplefirstps.com/connect2lead/quality-questions-will-become-your-secret-superpower) ![PFPS](https://blog.peoplefirstps.com/hubfs/PFPS.svg) ### Deb Calvert, founder Putting PEOPLE First since 2005 [deb.calvert@peoplefirstps.com](mailto:deb.calvert@peoplefirstps.com) [PFPS Information](https://peoplefirstps.com/about) ![C2L](https://blog.peoplefirstps.com/hubfs/C2L.svg) ### Newsletter Sign-Up Join the CONNECT Community for weekly updates, free courses, and bonus content. 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