Ever heard these questions:

“How are you handling this?”
“What are your goals?”
“Who’s involved?”

They are a great first start, however to dig deeper we need questions that are less... comfortable.

In the DACH market, buyers respect depth, because it shows you actually know what they are going through. 

Smart Questions = Smart Sellers

Instead of a stage-by-stage script, here’s something more powerful:

A Topic Catalogue of the questions, so you can choose what you ask because you know why you want to know it. 

#1 Topic: Blind Spots

These questions surface what feels “normal” but shouldn’t.

• “What part of your current setup costs more time than it should, but no one questions it anymore?”

• “Where do things look fine on paper but feel inefficient in reality?”

• “What are you tolerating right now that you wouldn’t design from scratch?”

Why this works:
It creates awareness without confrontation.

#2 Topic: Internal Friction

Most deals stall because of internal dynamics, not features.

• “Where does this topic usually get stuck internally?”

• “What tends to slow decisions down on your side?”

• “How have you made these decisions in the past?”

Why this works:
It normalises resistance and makes hidden blockers visible.

#3 Topic: Metrics That Matter

DACH buyers respond well to clarity and numbers.

• “Which KPI are you currently not satisfied with?”

• “What metric keeps coming up in leadership discussions?”

• “Where are you below your own expectations?”

Why this works:
It moves from opinion to measurement.

#4 Topic: Consequences

Interest does not close deals. Consequences do.

• “If nothing changes this year, what will that realistically mean?”

• “Is this a ‘nice-to-fix’ topic or a ‘must-fix’ one?”

• “What pressure does this create for you personally?”

Why this works:
It introduces urgency without pressure.

#5 Topic: Personal Stakes

Decisions are corporate. Motivation is personal.

• “What would solving this mean for you personally?”

• “How would success here change your day-to-day?”

• “What would make this project a visible win for you?”

Why this works:
It connects the deal to identity and career impact.

#6 Topic: Expectation Reset

Pattern-interrupt questions lower resistance.

• “What would make this conversation genuinely useful for you?”

• “What would have to happen for this call to be a waste of your time?”

• “If I misunderstood your situation, where would I most likely be wrong?”

Why this works:
It creates equality and psychological safety.

The Real Shift

Stop thinking in call stages. -> Start thinking in decision themes.

Blind spots.
Friction.
Metrics.
Consequences.
Personal stakes.

The best sellers don’t ask more questions.
They understand why they ask the question in the first place.

Want to Know Which Question Category You’re Currently Avoiding?

Take our Sales Skill Test -> 

It shows you:

• Where you’re strong

• Where you’re playing safe

• What skill will move the needle most

We hope this gives you exactly what you need to improve your performance!

Need more support?

Get in touch!

Your Sales in DACH Team ✨