Mentor Moments: "Questioning - with Patrick Joiner"-MM S1 E1

MM S1 E1 - Questioning with Patrick Joiner

Video Transcription

Video Summary

The speaker, Patrick Joyner, says great salespeople succeed by asking better questions, not by talking more. He introduces the “questioning funnel”: TED questions (“tell,” “explain,” “describe”) to gather rich, unfiltered information; open questions to prioritize what matters most; and closed questions to secure commitment. He also stresses probing deeper with follow-up questions, like the “five whys,” to uncover root causes and true needs. Strong questioning helps customers feel understood, prepares them to buy, and enables tailored solutions. In short, the best salespeople don’t sell—they help customers buy.

Keywords

sales questioning

open-ended questions

TED questions

follow-up probing

customer needs