Mentor Moments: Episode One - Questioning-MM S1 E1 - Questioning with Patrick Joiner

MM S1 E1 - Questioning with Patrick Joiner

Video Transcription

Video Summary

Patrick Joyne explains that great salespeople succeed by asking excellent questions and genuinely understanding the customer’s needs, priorities, and goals. He introduces the “TED” questioning funnel: start with broad “Tell, Explain, Describe” questions to gather rich information, then use open questions to prioritize it, and closed questions to secure commitment. He emphasizes probing deeper with follow-up questions, like the “five whys,” to uncover root causes. Strong questioning helps tailor solutions, reduces objections, and prepares the customer to buy. Ultimately, top salespeople don’t just sell—they help customers buy through curiosity, listening, and discovery.

Keywords

sales questioning

customer needs

TED funnel

follow-up questions

closing commitment