Better Questions is Better Sales

When I first thought about sales, I assumed it was mostly about talking. Explaining your product, convincing someone why it’s valuable, and trying to sound confident enough that they buy it. Over time, I’ve started to realize that effective sales isn’t about talking more, it’s about asking better questions and listening carefully to the answers. I used to believe strong salespeople succeeded because they were persuasive or naturally outgoing, but now I see that the best salespeople are curious first. Instead of rushing into a pitch, they focus on understanding the other person, because without that understanding, even a well prepared pitch can miss what actually matters.

Asking good questions completely changes the dynamic of a sales conversation. It shifts the focus away from convincing and toward learning. Open-ended questions allow people to explain their goals, challenges, and priorities in their own words, which makes conversations feel more natural and builds trust instead of pressure. This also highlighted how often people listen just to respond rather than to understand. In sales, that habit can lead to missed opportunities. If you’re already planning what to say next, you are probably missing something important, and slowing down to truly listen leads to better outcomes.

This approach applies beyond traditional sales as well. Whether it’s pitching an idea, interviewing, or networking, asking better questions creates stronger connections. When you understand what someone actually cares about, there’s no need to oversell or force a response. Conversations feel more intentional, confidence comes more naturally, and the entire process becomes far less stressful on both sides. I’ve also found that this mindset makes sales feel less transactional and more conversational. Instead of trying to control the outcome, the goal becomes understanding whether there’s a real fit on both sides. That shift takes pressure off the interaction and allows for more honest conversations, which ultimately leads to stronger relationships and better long term results.