Questions are the lifeblood of a telesales agent's work. A well-crafted question opens doors — get it wrong, and you'll struggle to close deals.
Good questioning builds rapport with clients and opens up-selling opportunities. Until you ask the right question, you'll never know what your customer truly needs — and until you know that, you can't offer a solution. Learning how to phrase questions correctly is a hugely important step in any telesales agent's career.
One of the easiest mistakes new telesales agents make is phrasing questions in a negative light. A negative approach invites equally negative responses from your customers.
❌ Negative: "I couldn't interest you in a meeting, could I?"
✅ Positive: "Would you find it helpful if we met?"
One question approaches from a negative angle, while the other keeps everything positive. By flipping your questioning, you'll keep client interactions happy and helpful — leading to easier sales.
Switching a negative question to a positive one is easier than you might think. Once you get used to it, it becomes second nature. Almost any negative question can be converted into a more positive variant.
Here's how to get started:
Role-playing can help you hone your new questions before using them on real calls. By practising with other agents, everyone on the sales floor improves their questioning ability.
Once you've mastered the art of positive questioning, you'll instantly bring more positivity to your canvassing calls. This positivity will boost your conversion rate and make each client interaction smoother — even when they don't always close.
Blue Telecoms provides the technology and expertise to help your agents perform at their best. Talk to us about how our platform can support your campaigns.