#209 | How To Create and Ask Powerful Sales Questions

Tired of the same old “How are you?” “Good, thanks” routine at networking events? You’re not alone, and today we’re breaking free from the small-talk spiral with the fabulous Julia Ewert. In this episode we explore the art of asking questions that actually matter.

Breaking the Small Talk Barrier

First up, let’s tackle the small talk conundrum. Julia and I discussed how to move beyond the typical “How’s the weather?” chatter. Instead, try asking questions that invite more thoughtful responses. For example, “What’s something exciting you’re working on right now?” or “What was the highlight of your weekend?” These questions not only open the door to more engaging conversations but also help you connect on a deeper level.

Navigating Budget Talks with Confidence

Next, we ventured into the often awkward territory of budget discussions. Julia shared her secret to handling these conversations with grace: the power of the pause. When discussing numbers, it’s crucial to state your price confidently and then pause. This gives the other person space to process and respond, making the conversation feel less like a negotiation and more like a collaboration. Remember, silence can be your best friend in these moments!

Building Genuine Connections

Finally, we explored the importance of building genuine connections. Julia emphasized the value of those five to ten minutes of chit-chat before diving into business. Whether it’s sharing a laugh over a shared interest or discussing weekend plans, these moments lay the groundwork for trust and rapport. So next time you’re in a meeting, don’t skip the small talk, embrace it as an opportunity to connect.

Great conversations don’t just happen. We play an active role in our brand, credibility and warmth whether we’re at work or the grocery store. Try out these tips, and let me know how they transform your interactions into something memorable.

Timestamps:

05:00 The magic of questions

15:00 From awkward to awesome networking

27:24 Good questions to ask to build credibility

29:27 What type of questions will get you a yes or no

38:45 How to be confident about your pricing

42:36 Kim’s script to use when narrowing down a budget

Links:

Julia’s LIL Courses:

Sales Skills for Non-Sales Professionals

How to Create and Ask Powerful Sales Questions

Connect with Julia on LinkedIn

Julia’s Book: Pitch to Profit

Outliers: The Story of Success by Malcolm Gladwell

If You Enjoyed Today’s Episode:

1.) You should check out this episode Staying Authentic In Sales With Kevin Dorsey

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Connect with Kim over on the socials!

Instagram + TikTok: @kimkaupe

LinkedIn: https://www.linkedin.com/in/kimkaupe/

Want To Learn More With Me?: Check out my LinkedIn learning courses here. 

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