The Worst Question To Ask In Sales
In this instructional monologue, Shanli Liu, CPA, CTP, argues that the common sales question "Do you have any questions?" is the worst question to ask because it hands control of the conversation to the prospect and invites objections. She explains that this question signals uncertainty and cedes the floor, allowing the prospect to dominate the dialogue. Liu recommends instead keeping the conversation under the salesperson’s control by asking targeted, probing follow‑up questions such as "Can you be more specific?" or "What variables are you thinking about?" These questions keep the prospect talking while the salesperson evaluates the quality of the answers. She also provides a quick rebuttal for prospects who demand immediate answers: compare the situation to a car repair—one shouldn’t answer without first inspecting the vehicle. Finally, Liu warns that if a prospect offers a definitive answer on the first call without a prior assessment, it is a red flag that they may be trying to push a sale without genuine need, and the salesperson should walk away.
