Inquisitive Salesmanship: A Smarter Way to Serve and Sell

Reflections from the March Sales BE Series 

There’s something powerful about a salesperson who leads with curiosity.

In our March session of The Sales BE Series, we brought that power front and center—reminding us that sales is not about clever persuasion or high-pressure tactics. It’s about connection. And connection starts with asking great questions.

This month’s theme? Being inquisitive and knowledgeable. And the message was clear: when you understand what truly matters to your clients, everything else falls into place.

Curiosity Is a Superpower

I challenged the group to lean into the role of the curious guide. Instead of jumping into a pitch, what if we took the time to truly understand our customer’s fears, priorities, and motivations? Not just the surface wants—but the whyunderneath.

I introduced the “BADAS questions” framework—a simple, powerful way to uncover what matters most:

• What’s your budget?

• Who’s involved in the decision?

• What else are you considering?

• When do you need this by?

• What’s most important to you in this purchase?

These aren’t just boxes to check. They’re doorways to trust, clarity, and confidence—for both the client and the salesperson.

Budget Conversations Don't Have to Be Awkward

Talking money can be uncomfortable. Let's reframe it: asking about budget isn’t rude—it’s responsible.

Clients often don’t know what’s possible within their range until someone walks them through it. And sometimes, that honest budget conversation is what opens the door to upsells, financing options, or long-term loyalty.

When we understand where a client is in their decision-making process, we can meet them with empathy and expertise.

Objections Aren’t Roadblocks—They’re Invitations

One of the most practical parts of the session was a live walkthrough of how to respond to a customer asking for free delivery on a lift chair.

Instead of defaulting to “no,” offer thoughtful alternatives: bundle delivery with a protection plan, offer pick-up options, or turn it into a value conversation.

This is where confidence matters. The way we handle objections can either shut a conversation down or keep it moving forward with ease.

Smart Incentives: Delivery Coupons That Work

Wayne, one of our participants, shared a creative approach he’s using with his team: giving salespeople one free delivery coupon per month. If they use it, great—it helps close the deal. If they don’t, they get a bonus. It’s a smart way to encourage discernment, reward strategic thinking, and keep the focus on value instead of discounting.

Where to Focus Next

Here are a few ideas to bring this month’s insights to life:

• Get out on the floor. Sales managers: model how to handle objections with calm and clarity.

• Review Saturday logs. Look closely—where did the sale stop? Was a follow-up scheduled?

• Revisit your questions. Are you asking the ones that actually reveal what your client cares about?

• Practice staying open. When a client says no, how can you keep the conversation moving?

• Experiment with incentives. Try the delivery coupon strategy and track results.

The bottom line?

Great selling is grounded in great listening. And great listening starts with questions—the kind that are thoughtful, bold, and rooted in service.

Here’s to being more curious, more confident, and more connected in every conversation.

Until next time!

Want to sign up for reminders for this series? Check out www.onexone.com/be