Trusted Advisor, Blog #2: Ask Better Questions
When I started in Sales Engineering, I thought my value came from having the best answers. But the deeper I got into the role, the more I realized:
It’s not the answers that set you apart. It’s the questions you ask.
In technical sales, clients expect knowledge. What surprises them—and builds real trust—is curiosity. The willingness to slow down. The patience to listen. The confidence to dig deeper, even when it’s uncomfortable.
Stop Treating Discovery Like a Checkbox
It’s easy to fall into the trap: show up with a pre-approved list of questions, capture requirements, move on. But discovery isn’t just a formality—it’s the foundation of partnership.
Instead of treating discovery like a checklist, treat it like the start of an honest conversation. Ask. Listen. Follow the breadcrumbs.
Good Questions Build Trust
Here are some of my go-to discovery questions:
“What’s driving this initiative now?”
“What happens if this problem isn’t solved?”
“Who else is impacted by this challenge?”
“What would success look like six months from now?”
“What have you tried already—and how did it go?”
Simple questions. Powerful outcomes.
When you ask thoughtfully, you show clients you aren’t just there to pitch—you’re there to understand.
Ask Like a Peer, Not Like a Vendor
The tone of your questions matters just as much as the content. When you ask with curiosity and respect—not just to qualify—it transforms the dynamic.
You move from order-taker to advisor. From vendor to partner.
Clients can feel the difference.
Get Comfortable with Silence
One of the most powerful tools in your toolkit is silence. Ask the question—and then wait.
Let them think. Let them fill the space.
If you rush to fill every pause, you’ll miss the deeper insights hiding just beneath the surface.
Questions Are How We Earn the Right to Advise
You can’t advise until you understand. You can’t understand until you listen. And you can’t listen until you ask better questions.
The next time you're on a client call, resist the urge to jump straight to solving. Stay curious. Ask better questions.
🚀 Coming Up Next…
In Blog #3 of the Trusted Advisor series, I’ll share why honesty—not overselling—is your greatest advantage as a Sales Engineer.
