Rippicular's Consultative Questions Playbook
- Oct 13
- 3 min read
Every sale begins with a question but not every question builds trust. The right questions
create clarity, respect, and genuine value. This playbook is designed to help you ask better
so you can sell better.
Through consultative questioning, you position yourself not as a salesperson, but as a
trusted advisor. Use this guide to navigate client conversations with authenticity, empathy,
and structure, whether you’re speaking with a CEO, a first-time buyer, or anyone in
between..
The Story & Rapport: Building Connection
(The foundation of trust begins with genuine curiosity. Use these questions to uncover the client’s story and values before exploring their needs, or pitching.)
Pro Tip: Prepare and research as much as possible before engaging the client. Preparation
establishes credibility and ensures you don’t waste valuable questions on things you could
have already known.
Core Questions:
• Tell me a bit about how you realized you had this need.
• What is the story behind how you started this business?
• What is the story behind your expertise with ______ (cars, electronics, plumbing,
software, etc.)?
• What part of being a(n) ______ (industry-specific business owner, collector, homeowner enthusiast, etc.) most excites you?
Bonus Approach: If you’ve already researched their background:
“I had a chance to learn about your journey in creating this business, and what stood out to
me was _____. I’m curious, what’s the story behind that?”
Diagnosing the Need: Identifying Challenges & Opportunities
(Here, your goal is to explore pain points, patterns, and the ‘why’ behind the problem.)
Questions for B2B:
• What are some of the biggest challenges the business has faced?
• What were some of the constraints or difficulties experienced in solving this need?
• Help me understand some of the bottlenecks keeping the business from fully
capitalizing on ______ (emerging markets, new regulations, uncovered opportunities,
etc.).
Questions for B2C:
• What are some of the biggest challenges you’ve faced as a ______ (homeowner, mechanic, collector, gamer, etc.)?
Transition Question:
Considering this need you just shared, what does the perfect solution look like to you? (This
allows you to reverse-engineer a solution to their vision.)
Aligning Solutions: Understanding the Gap
(Now we bridge insight to action. These questions help uncover what has already been tried and what gaps still exist.)
• What are some of the ways you’ve attempted to solve ______ so far?
• Was it effective? What were the results or consequences? (This reveals the gaps driving the current need and informs your recommendations.)
• What would happen if ______ remains unresolved or unfulfilled? (Use this to help clients quantify the impact, the opportunity cost creates urgency.)
Check-in Questions (During Consultation):
• Am I on track so far?
• Is ______ making sense so far?
• Considering we’re solving for ______, are the recommendations covered
appropriate/accurate so far?
• Since we’ve covered A)____ B)____ C)____, would you like additional clarification on any point?
Securing Commitment: Positioning for the Close
(This stage isn’t about pressure; it’s about confirming alignment and comfort. You’ve built trust; now guide the decision collaboratively.)
• Would it make sense to review what alignment/proposal might look like together?
• Shall we go over the paperwork based on what we’ve discussed?
• What timeframe are you considering for making a decision on ______?
• How do you feel about our recommendations, team, or overall approach so far?
Closing Question:
“We’ve truly appreciated your openness throughout this process. How do you see us as a fit
for ______?”
This allows for an authentic close rooted in partnership and collaboration
Final Thoughts
Consultative questioning isn’t about having all the answers; it’s about asking the right
questions that help clients arrive at clarity. Each question you ask should create
understanding, not resistance.
By mastering this approach, you’ll move from transactional conversations to transformative
relationships.
This is just the beginning, dive deeper with our Full course and evolve with Rippicular.
Rippicular
Collaboration, Not Domination
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