It's Not What You Say—It's What You Ask

This is not your therapy session.

If you're a business owner and you're struggling to close sales, I'm willing to bet the problem isn't your product.

It isn't your service.

And it probably isn't your price.

The problem is you're talking too much.

I know that may sound harsh, but that's exactly what I see when I coach entrepreneurs and small business owners every single day.

Most people think sales is about having all the right answers.

It's not.

Sales is about asking the right questions.

If you've been following this series, then you already know we've been talking about solving problems. Today, I want to take it a step further because before you can solve a problem, you've got to know how to uncover it.

And that starts with questions.

Stop Saying You're Not a Salesperson

One of the biggest lies entrepreneurs tell themselves is:

"I'm not a salesperson."

Let me tell you something.

If you own a business and you don't know how to sell, then you don't really have a business.

You have a hobby.

I don't care how good your product is.

I don't care how talented you are.

I don't care how much passion you have.

If nobody buys what you're offering, you're not going to stay in business very long.

So let's deal with the real reasons people say they're not salespeople.

Reason #1: You Think Sales Is Sleazy

Somewhere along the way, people got the idea that sales is manipulative.

That's nonsense.

Sales isn't about convincing people to buy something they don't need.

Sales is about helping people solve problems.

When you stop focusing on your commission and start focusing on your customer's outcome, everything changes.

Reason #2: You Fear Rejection

Let's just call it what it is.

You don't like hearing the word "no."

And neither did I.

But if you're going to grow your business, you're going to have to get comfortable being uncomfortable.

Every entrepreneur wants success.

Very few are willing to endure rejection to get there.

Reason #3: You Don't Want Accountability

This one hurts.

Because when you own a business, the results belong to you.

If you make the sale, great.

If you don't make the sale, that's on you too.

You can't blame your boss.

You can't blame your company.

You can't blame the economy.

It's your responsibility to develop the skills necessary to win.

And that's exactly why 3 percenters bet on themselves.

The Fastest Way to Improve Your Sales

Want to know the biggest mistake most business owners make?

They make too many statements.

They tell prospects:

• what they do

• how great they are

• why they're different

• why their service is the best

And then they wonder why nobody buys.

Here's the truth:

Statements don't require a response. Questions do.

The next time you're talking to a prospect, stop trying to impress them.

Start trying to understand them.

Ask questions.

Listen carefully.

And then ask another question.

Because the person asking the questions is the person controlling the conversation.

Diagnose Before You Prescribe

Let me ask you something.

If you went to a doctor and they prescribed medication before asking what was wrong, would you trust them?

Of course not.

So why do so many entrepreneurs try to sell before they understand the problem?

Before I offer a solution, I want to know:

• What's really going on?

• How long has this been happening?

• What is this problem costing you?

• Why hasn't it been fixed already?

That's how you diagnose.

And until you diagnose the problem, you have no business prescribing a solution.

Use the WAIT Principle

Here's a tool I want you to start using immediately.

W.A.I.T.

Why Am I Talking?

Every time you feel the urge to keep talking, ask yourself that question.

Because most salespeople talk themselves out of deals.

Ask a question.

Be quiet.

Listen.

Let the customer think.

Silence is not your enemy.

Silence is leverage.

Your Mission This Week

I don't want you to listen to this and do nothing.

So here's your assignment.

The next time you talk to a prospect:

✅ Ask at least four probing questions.

✅ Focus on understanding their problem.

✅ Stop pitching immediately.

✅ Listen more than you talk.

And before you end the conversation, ask yourself:

Did I spend more time talking about me?

Or more time learning about them?

Because the entrepreneurs who ask better questions close more sales.

Now get to work.

OOH-RAH.