Don't Ask This Question In A Sale
In this concise sales coaching monologue, Shanli Liu, CPA, CTP, argues that the common sales prompt “Do you have any questions?” is the worst question because it hands control to the prospect and invites objections. She explains that asking this question signals uncertainty and cedes the conversational lead. Instead, she recommends staying in control by responding with probing follow‑up questions that request specifics, explore variables, and keep the prospect talking while the seller evaluates the answers. Liu illustrates the point with an analogy: a mechanic wouldn’t diagnose a car’s problem without first looking under the hood; similarly, a salesperson should not give a definitive answer on a first call without proper assessment. She warns that if a prospect offers a quick answer without prior assessment, it’s a red flag that they may be trying to push a sale, and the salesperson should “run the other way.” The monologue provides practical, actionable advice for objection handling and maintaining conversational control in sales calls.
