Skip to Content
Sandler Training in Northern New Jersey | Tailwind, Inc. Change Location
Top
This site uses cookies. By navigating the site, you consent to our use of cookies. Accept

Empowering Sales Teams: Questions That Transform Leadership and Drive Results

|

A Key Question for Sales Leaders

When your salespeople come to you with a problem, what’s your first reaction? Do you instinctively offer a solution, thinking it’ll save time? Or do you take a different approach—creating an adult-to-adult conversation that empowers your team to navigate challenges on their own?

The most effective leaders focus on empowerment. Rather than extinguishing the immediate fire, they guide their team members to develop problem-solving skills. A private one-on-one meeting is the ideal setting for this type of conversation. Here, you can act as a metaphorical ground control, offering guidance while allowing the salesperson to take the yoke and steer through turbulence.

Starting the Conversation: The Power of Open Questions

To help your salesperson widen their perspective, begin by asking for more information about the issue they’re facing. For example:

“That’s interesting. Can you tell me more about (X)?”

This question serves as a subtle yet impactful challenge to their usual habit of expecting quick answers. Resist the urge to immediately offer a solution. Instead, stay curious and give them space to respond. This pause not only encourages accountability but also increases the likelihood they’ll chart their own path forward.

Digging Deeper: Follow-Up Questions That Uncover the Core Issue

Once they respond, guide the conversation further with a follow-up question like:

“Can you be more specific about (X)? Can you share an example?”

Encourage them to clarify and reflect on the situation. By doing so, you’re helping them become better equipped to handle similar challenges in the future. Next, dive into the timeline with:

“How long has this been an issue for you?”

This question often leads to the realization that the problem has been persistent. Let them map out the timeline—whether it’s weeks, months, or even years—and reflect on how long they’ve been managing this turbulence.

Exploring Impact: The Pain Funnel Approach

The next step is to explore what actions they’ve already taken and assess the impact:

  1. “What have you tried to do about this?”

  2. “Did that work?” (Hint: It didn’t, or they wouldn’t be in your office.)

  3. “How much has this cost you in terms of time or lost opportunities?”

These questions, inspired by the Sandler Pain Funnel, are incredibly effective for uncovering the root causes of challenges. Much like an air traffic controller guiding a pilot through rough weather, this method facilitates deeper problem-solving. It also fosters a culture of ownership, where team members transition from “Help me land this plane” to “How can I navigate this flight on my own?”

The Ultimate Question: Encouraging Self-Sufficiency

If the conversation stalls, ask:

“Just out of curiosity, what would you have done if I weren’t here to help?”

This question empowers your salesperson to think critically and identify potential solutions. It also frees up your time to focus on strategic objectives rather than constant problem-solving.

Transforming Your Leadership Approach

By creating adult-to-adult conversations, you shift your role from problem-solver to coach and mentor. This approach enables your team to explore challenges more deeply, take ownership of their solutions, and elevate their performance. The result? Smoother operations, greater efficiency, and higher team productivity.

Ready to take your leadership to the next level? Start asking the right questions today and watch your team soar to new heights.

Bonus Resource: 100 Great Sandler Questions

As a sales professional, your job is to ask the buyer questions until you understand what is needed to close the gap between where they are and where they want to be.  Download now to take charge of your next conversation by asking the right questions at the right time.