The real issue
Too many salespeople try to close before they’ve even opened the customer up. They jump into pitches, start talking numbers, or throw around incentives before they’ve done the one thing that actually moves the needle — ask good questions.
The approach that fails
Talking more. Pitching harder. Slashing prices. Sound familiar? These are band-aids, not solutions. If the customer doesn’t feel like you get them, they are not buying. Not from you, anyway.
The smarter way
Slow down. Be curious. The top salespeople ask questions that unlock the customer’s motivation. They understand the situation, the emotion, the story. And that leads to deals — not just conversations.
Sell Smarter: Your Go-To Question Guide
Save this in your Notes app. Use it every time you talk to a customer — in person, online, or on the phone.
📖 Get the story
What brought you in today?
What do you currently drive? What do you like about it? What feature is it missing?
Are you replacing something or adding to the mix?
🏠 Fit their lifestyle
What does a typical day look like with this car?
Are there any features you absolutely need — or ones you’d love to have?
⏱ Timing + Decision-making
What’s your ideal timeline to make a decision?
Just curious, is there anyone else you’d want to include before making a final call?
🚗 Unlock the trade-in without saying “trade”
Is there another vehicle you’re planning to sell or move on from?
Would it be helpful if we gave you a value on that vehicle while you’re here?
✅ Test their buying signal
If we find the right car and everything looks good, could today be the right time?
Why this matters
When you ask better questions, the customer feels heard. They trust you. They open up. You’re not just showing them a car — you are solving a problem and guiding them to a decision they feel great about.
Bottom line
You don’t need to be slick or have a magic discount. You need to care enough to ask the right things. That is how pros sell more cars.