Now that you know the GROW framework, let's master the art of asking powerful questions. The quality of your questions determines the depth of insight your sales team members discover.

Powerful questions unlock thinking rather than just gathering information.

Engagement Message

What's the difference between "Are you hitting your numbers?" and "What's driving your best client relationships right now?"

Open-ended questions start conversations, while closed questions end them. "Did you close that deal?" gets a yes/no. "What helped you build trust with that prospect?" opens exploration.

Open-ended questions typically start with What, How, When, Where, or Who.

Engagement Message

Which question type do you use more often in your current sales coaching conversations?

Non-leading questions let people reach their own conclusions. Leading questions push toward your preferred answer.

Leading: "Don't you think you should make more cold calls?" Non-leading: "How might you expand your prospecting approach?"

Engagement Message

Can you spot how the non-leading version creates more authentic discovery?

For Goal questions, help them get specific and meaningful. Instead of "What's your sales goal?" try "What would a successful quarter look like for your territory?"

Other powerful Goal questions: "What client outcome would make this deal worthwhile?" or "How will you know you've built a strong pipeline?"

Engagement Message

What makes these questions more effective than simply asking "What do you want to sell?"

For Reality questions, explore the current situation without judgment. "What's working well in your sales process?" and "What obstacles are you facing with prospects?" create honest assessment.

Avoid "Why didn't you..." questions which trigger defensiveness. Focus on understanding, not evaluating.

Engagement Message