Radio Sales Today

RAB Research and Sales Tips

Umbrella questions

Don’t forget to use “umbrella questions” on every sales call. Umbrella questions are questions that work in any selling situation and are designed to provide you with additional information.

Examples of umbrella questions include: Why? Tell me more. Share with me another example. Explain further. Are there some other examples you could share with me?

You get the idea — umbrella questions are ones that get the customer talking more about what they’re looking for. On your next sales call, challenge yourself to ask at least 5 umbrella questions.

Source: Sales consultant Mark Hunter