Questions Are Your Answers When Closing a Deal

By Alexis Halikas

If you’re reading this, there’s a good chance you’re a high-performing woman in business—maybe in real estate, maybe leading your own company—juggling more hats than you ever thought possible. You’ve got the work ethic. You’ve got the results. You’ve built something you’re proud of. But if you're honest, lately you feel stuck.

Maybe your business growth has plateaued. You’re putting in the hours (sometimes 70+ a week), but the financial consistency just isn’t there. You're waking up with that familiar pit in your stomach, wondering where the next deal is going to come from—even though you’re supposedly “successful.”

And here’s the kicker: deep down, you know you’re capable of more. You just don’t know how to get there without grinding yourself into the ground.

This is where strategy meets soul. And it starts with one simple shift:

Ask better questions.

Sales Is Not About Scripts. It’s About Curiosity.

For years, we’ve been sold the idea that closing deals is about having the perfect pitch, the polished presentation, or the right rebuttal when a client objects.

But in my 15+ years coaching top producers and scaling multimillion-dollar businesses, I’ve learned that the best closers don’t have the best answers—they ask the best questions.

They don’t lead with ego. They lead with empathy.

That shift alone can turn a stressful sales cycle into a seamless connection that builds trust, credibility, and ultimately, a “yes” that feels aligned for both parties.

So let’s walk through what this can look like in real life—and how you can apply it immediately to your business.

Start With Questions That Create Clarity

Here’s the truth: if you don’t deeply understand your client’s pain, priorities, or purpose, you’re selling blind.

Whether you're a real estate agent trying to secure a listing or an entrepreneur pitching a new service, the first 15 minutes of your interaction should be about one thing:

Discovering what they really want—and what’s in the way.

Ask things like:

• “What’s prompting this move/change right now?”

• “What’s not working in your current situation?”

• “If we could wave a magic wand, what would an ideal solution look like?”

These kinds of questions reveal far more than surface-level answers. They get you to the emotional drivers—the why behind the what—that actually influence buying decisions.

And when you tap into someone’s deeper motivation, you're no longer just another option. You're the solution they've been searching for.

Use Questions to Handle Objections—Not Pressure

Let’s be real. Objections can be nerve-wracking, especially when you feel like the deal is on the line. But objections aren’t rejection—they’re information.

When someone says, “I’m not sure,” or “That’s a little outside my budget,” don’t jump to defend your offer. Instead, dig in with curiosity:

• “Can you share more about what’s making you hesitate?”

• “What would need to be true for this to feel like a clear yes?”

• “What other priorities are you weighing right now?”

Notice the tone. You’re not pushing. You’re partnering.

This approach not only diffuses tension, it often surfaces hidden concerns you can now address directly—with confidence, not desperation.

Shift From Selling to Serving

If you’re like many of the women I coach, you didn’t get into business just to make money. You got in to make a difference. You wanted freedom, impact, legacy—not just for you, but for your family.

But somewhere along the way, sales started to feel like something you had to survive, not something you could enjoy.

It doesn’t have to be that way.

When you lead with service—and center your client’s needs above your own agenda—you transform the sales process into something powerful and authentic.

This is especially true in industries like real estate, where emotional decisions run high and trust is everything. A home isn’t just a transaction. It’s someone’s life.

Ask questions like:

• “What kind of lifestyle do you imagine in your next chapter?”

• “What are you hoping this move will provide for your family?”

• “What are you most nervous about in making this change?”

These aren’t “closing techniques.” They’re connection tools. And connection closes every time.

Questions Create Confidence—Not Just in Them, But in You

One of the reasons so many high-achieving women struggle in sales is because they think they have to have all the answers.

Here’s a secret: You don’t. In fact, the more you focus on asking the right questions, the more confident and in control you’ll feel.

Why?

Because questions take the pressure off performance. They create space for presence. And they shift the dynamic from “selling” to “solving.”

When you show up with the mindset of, How can I help this person get what they truly need?—you stop feeling like a fraud and start operating like the leader you are.

What’s Really Blocking Your Growth? Ask Yourself These 3 Questions

Before you can lead others with confidence, you have to lead yourself with clarity.

So let me ask you:

1. Where am I working hard—but not smart? Are you spending hours doing everything yourself, hoping it will “just pay off eventually”? It might be time to invest in systems, support, or mentorship.

2. What fear is driving my decisions? Scarcity, perfectionism, imposter syndrome—they all keep you stuck in overdrive. Name the fear. Then decide: is this fear still serving me?

3. What do I actually want my life and business to feel like? Not look like. Feel like. If your current model doesn’t align with that vision, it’s not sustainable—and it’s time for change.

Success Leaves Clues—But Only If You’re Asking the Right Questions

Every successful business I’ve helped build, every leader I’ve helped scale, every breakthrough I’ve seen—started with a single, simple decision:

They got curious.

They stopped pretending they had it all figured out. They stopped white-knuckling their way through burnout. They started asking better questions of themselves, their teams, and their clients.

And because of that, they built not just bigger businesses—but better lives.

You can too.

Your Next Level Isn’t About Hustling Harder. It’s About Thinking Smarter.

If you’re still reading this, you’re probably feeling that nudge. That pull. That quiet voice saying:

You’re meant for more. And you don’t have to do it alone.

If you’re ready to explore what this could look like in your business—how to shift from stressed out and surviving to strategic and scaling—I’d love to invite you to a 1:1 clarity call.

Together, we’ll ask the questions that uncover the real roadblocks—and craft a clear, personalized plan to move forward.

No pressure. No pitch. Just powerfully aligned strategy, support, and truth.

Because the life you want? The legacy you’re building?

It starts with the right question.

Let’s talk. Your answers are waiting.

🔗 Schedule a Clarity Call