How Your Sales Questions Miss the Target?  Three Reasons Targeted Sales Questions Close More Sales

By Mj Callaway

When a boxer gets tired, instead of throwing an upper cut, jab or combination, he throws an arm punch.  An arm punch is a tired, useless punch.  Ineffective against an opponent hitting his target (you) with a jab, uppercut or hook.

If questions were boxing punches, most salespeople would throw ineffective “arm punches” most of the time.


During one of my recent training sessions in one of the southern states, participants were working on targeted questions to share.  I overheard…

“Do you own land?”

Definitely, this question is example of an arm punch.

It’s a typical, blah-blah sales question that gives an answer.  “Yes, they have land.” “No, they don’t have land.”

Let’s take this idea and change the question to produce stronger responses, which will help you close more sales.

“How long have you owned your land?”

What makes this sales questions more effective in closing more sales?

  1. Gives you the yes/no answer you wanted to know originally. However, it gives you more information faster.
  2. You discover how long the buyers owned the land.
  3. You’ll uncover how this relates to the buying process. When it’s a recent purchase, they’re early in the buying process. When they’ve own the land for some time, you’ve discovered a clue.  Now you have another line of targeted questions to ask.  What has happened that they have not developed or built on the land.

Targeted questions shorten your path to qualify your buyer, while discovering what your buyer needs.   The more targeted questions you ask, the less questions you ask and the easier it is to close more sales.  What questions do you need to rewrite?

Stayed tuned for the next article in Mj Callaway’s Targeted Questions Series.

Sales Trainer and Conference Speaker Mj Callaway works with private companies, family businesses and sales teams who want to increase their sales by 50 percent.   Her vision is to be the catalyst to give business owners and salespeople the tools they need to never be broke and to always provide them with the means to make a good living.  Get your FREE copy of Inside the Mind of Your Reluctant Buyer at

Mj’s clients include many industries from building and construction to manufacturing to travel management.  As an author of three best-selling books, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop for your sales teams and non-sales staff. Contact Mj today at 724.396.4162 or To learn more about Mj, visit her at


©Mj Callaway


Previous Posts