Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
First, for those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage. As I’ve said – your prospects have all the answers as to why they will buy or not buy, and it is your job to get them to reveal this to you.
While asking well thought out, scripted questions is certainly a good start, you will get the most thorough and complete information if you learn to use layering questions.
Only the top sales reps use layering questions, and the reason they are so valuable is because they get your prospect to go a little deeper into an area of interest they have, or in an area of concern. By scripting out and using layering questions, you will be able to fully understand what is driving your prospect to make a decision, and/or why your prospect might not be ready to do business with you.
Obviously, knowing this information will move you that much closer to getting the sale.
When qualifying to find out who is involved in the decision process, you’re going to start with a nice assumptive question like:
“Besides yourself, who else is involved in the decision process?”
And when they say their spouse, manager, or boss, etc., you then layer the question by asking ‘
“And what do you think they would do?” Or, “What direction are they leaning in regards to this?” Or, “What do they usually do in this kind of situation?”
Another example of effective layering questions to expose possible objections before you get ambushed by them while closing:
If your prospect is looking at other vendors:
“Tell me __________, who else are you looking at in regards to this solution?”
And your layering questions:
“And which companies look good to you so far?” Or, “Who are you leaning towards right now?” Or, “If you had to make a decision today, who would you go with?”
And then ask, “Why is that?”
You must listen carefully to each response you get because your prospects will often reveal the objection that is going to kill your sale later on. Top 20% reps would rather know this information NOW rather than send out their info, go through the trouble of trying to track them down, go through a long presentation, and then get the no. I’m sure you can understand why…
Layering questions are effective, powerful and easy to ask. If you want to get instantly better, then use the two above (or adapt them to your sale), and begin to write more of your own. Either way, the more layering questions you use, the more information you’ll get and the more sales you’ll close.
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com