One of the most common mistakes new salespeople make is trying to guess what the client wants. They assume the problem, imagine the solution, and jump straight into pitching. The trouble is, assumptions are often wrong — and wrong guesses lead to wasted time, lost trust, and missed opportunities.
The best salespeople know the secret: stop guessing, start asking.
Why Guessing Doesn’t Work
When you guess:
- You risk offering solutions that don’t match the client’s real needs.
- You look unprepared or careless.
- You waste both your time and the client’s.
Guesswork might feel faster, but it rarely leads to meaningful sales.
The Power of Asking Questions
Questions uncover pain points far more effectively than guesswork. They show curiosity, build trust, and give the client space to explain their challenges.
Examples of powerful questions:
- “What is your biggest challenge right now?”
- “If you could fix one thing about your marketing, what would it be?”
- “What result would make this a success for you?”
How Questions Build Relationships
By asking instead of assuming, you:
- Demonstrate respect for the client’s perspective.
- Position yourself as a partner, not a pusher.
- Gather the information you need to present the right solution.
Practical Tips
- Use open questions (that start with what, why, how) rather than yes/no.
- Listen carefully to the answers before moving on.
- Take notes so you don’t miss the details.
- Reflect back what you’ve heard to confirm understanding.
The Takeaway
Sales is not about guessing what might work — it is about asking the right questions to find out what will. The more you ask, the better you understand, and the stronger the solution you can offer.