In a recent webinar about questioning techniques, a participant asked, “How many questions does it take to sell a product?”
Gong* says the ideal number is between 11-14 should you wish to close the deal. If you ask fewer than 11, the close rate drops by 8 percentage-points. More than 14 and the close rate drops by 6 percentage points.
What 14 questions could you ask of your customer?
(oh – and this does not include small-talk questions!)
A tool to help.
I’ve recently developed a tool to helps sales managers assess how well their sales staff ask questions. It helps you identify areas of strength as well as areas for improvement so you can help drive sales. You can check it out here.
*They analysed over half-a-million calls to get this data.