The Million-Dollar Sales Question Most People Never Ask

You don't have to read your client's mind to make more sales. Most people think the hardest part of a sales conversation is handling objections. It isn't. The hardest part is giving people the space to share what's holding them back in the first place. Too many business owners try to get ahead of objections by saying things like, "I know this is a big investment..." or "I know this will take time..." without realizing they've just planted concerns that weren't there before. In this episode, Brooke shares the one question she teaches every client to ask—a simple question that builds trust, uncovers what's truly on your prospect's mind, and leads to better sales conversations without feeling pushy or manipulative. If you've ever walked away from a discovery call wondering, "What happened?" this episode is for you. Episode Summary When sales conversations stall, most people assume they need a better pitch. Brooke believes you need a better question. Continuing the SERVICE Sales Framework series, this episode focuses on the **Identify Objections** step and reveals why the best salespeople don't guess what prospects are thinking—they ask. You'll learn why creating objections hurts your sales, how your own fears often sneak into conversations, and the exact question Brooke recommends asking before moving forward. Sales doesn't have to feel awkward. And you don't have to be a mind reader to understand what's keeping someone from saying yes. What You'll Learn Why trying to "get ahead" of objections often creates them The hidden reason many business owners accidentally introduce objections How assumptions hurt trust during a sales conversation The difference between asking, "Do you have any questions?" and asking for real concerns The one question Brooke teaches every client to use before asking for the sale How asking thoughtful questions builds trust instead of pressure Why objections aren't roadblocks—they're opportunities for clarity A simple challenge to improve your next three sales conversations Resources Mentioned Previous Episodes Why Sales Objections Are Actually a Buying Signal https://buildingmomentum.info/are-sales-objections-a-buying-signal/  You Don't Have to Manipulate People to Make More Sales https://buildingmomentum.info/dont-manipulate-people-to-make-sales/  Free Sales Assessment Find out which part of your sales conversation is helping—or hurting—your results with Brooke's free SERVICE Sales Assessment. https://buildingmomentum.info/assessment Join the Conversation What questions or concerns do you have before moving your sales conversations forward? 😉 We'd love to hear from you. Subscribe to the podcast, leave a review, or send us your questions and topic ideas. 👉 https://buildingmomentum.info/matcha Connect with Brooke Follow Brooke Greening on LinkedIn for practical sales tips, encouragement, and strategies that help you sell with confidence—without feeling sleazy. 👉 https://linkedin.com/in/brooke-greening The Million-Dollar Sales Question Most People Never Ask | Chapters 00:00 Why Most Salespeople Create Their Own Objections 01:09 Stop Guessing What Your Prospects Are Thinking 03:22 The Biggest Sales Mistake You're Making 04:18 Why You Create Objections Without Realizing It 05:25 Ask for Objections Instead of Assuming Them 05:59 How Asking Questions Builds Trust 09:32 The Million-Dollar Sales Question 10:10 Why "Do You Have Any Questions?" Doesn't Work 13:36 Don't Ask "What Objections Do You Have?" 14:50 How to Use This Question in Your Next Sales Call 17:34 Next Week: Creating Urgency Without Manipulation