The Power of Value Confirmation Questions in Sales
In this video, we’re going to discuss how you can use value confirmation questions to make sure your customer is interested in your offer.
Using Value Confirmation Questions
Value confirmation questions are questions that prompt your customer to tell you why your offer is valuable.
For example, the next time you pitch a new product feature, follow up by asking:
“How would this help you?”
Value confirmation questions will help you keep your customer engaged, confirm that your customer is actually interested, and give you opportunities to adjust your pitch based on the customer’s likes and dislikes.
Remember, instead of just pitching one feature after the next, pause and ask your customer, “How would this help you?”
It also helps you steer clear sales buzzwords and other filler language.Your customer will think through exactly how your product would help, allowing you to close more calls.
More Sales Coaching Resources:
- Case Study: Changing Insurance Conversations
- Sales Tips and Tricks: Overcome Sales Objections with AIOA
- How Three Sales Teams Leveled Up with Real-Time Guidance
- 4 Time-Tested Strategies to Overcome the “I’m Busy” Objection
Maria Edington
Maria Edington is the Vice President of Marketing at Balto, where she works closely with contact center leaders to improve how teams function day-to-day and plan for what’s ahead. Over the past five years, she’s led initiatives focused on performance, quality, compliance, and the practical use of AI across the contact center floor. Her experience spans complex, high-volume industries including Medicare, P&C insurance, financial services, collections, home improvement, and banking—sectors where conversations are tightly regulated, high-stakes, and often the last mile of the customer experience. Maria has contributed to research on Medicare Advantage trends, MedPAC policy, and eBroker financial performance, and regularly works with operators navigating shifting compliance requirements and productivity demands. With a background in engineering, Maria brings a systems-level mindset to how contact centers work—and how they can work better. Her focus: helping contact centers modernize—adopting smarter tools, better habits, and a stronger foundation for what’s ahead.
