The problem with wrong questions
Most salespeople ask: “Would you buy this product?” The answer is almost always “yes” — because people don’t want to be disagreeable.
The Mom Test, by Rob Fitzpatrick, teaches something simple: don’t ask about the product. Ask about the problem.
The 3 rules that changed my approach
- Talk about their life, not your idea
- Ask about past behavior, not future intentions
- Listen more than you talk
Applying this to software sales
In practice: instead of asking “would you use a lead management system?”, I ask:
- “How do you track your clients today?”
- “How much time per week do you spend on that task?”
- “Have you ever lost an opportunity due to lack of organization?”
The second approach tells me whether the problem actually exists — and how urgent it is.
What changed in my results
Since adopting this mindset, my sales cycles have gotten shorter. Not because I sell faster, but because I qualify better upfront.
Recommendation
If you work in any kind of sales: read The Mom Test. It’s short, direct, and will change how you think about client conversations.