Use Open Ended Sales Questions To Close More Business
Using powerful open ended sales questions is often the difference between sales success and sales failure. The right open ended sales questions will do more than help you uncover a need for your product. Powerful open ended sales questions will also allow prospects to “sell” themselves on your product or service.
The right open ended sales questions will help you close more business.
Open Ended Sales Questions
Open ended sales questions are sales questions that can’t be answered with a “yes” or “no”. In the above video, the prospect asked me a close ended sales question, “Can this copier make color copies?”. I could answer with a “yes” and most salespeople would rush to say “yes”. A top pro would never do that. A top pro would answer the prospect’s closed ended sales question with a powerful open ended sales question, “How would you use it?”. Now the prospect is selling himself or herself on the need for a copier that makes color copies. That’s how the top pros use sales questions.
OPEN ENDED – Sales Questions That Work
Salespeople need to ask sales questions that get the prospecting talking. The only sales questions that make that happen are open ended sales questions. Start your open ended sales questions with “What”, “Why” and “How”. There are other words that could start an open ended sales question but I find these three to be the most powerful and revealing.
Once your prospect starts answering your open ended sales questions focus on listening. When your prospect begins to speak, don’t start thinking about your next sales question. Focus on what you prospect is saying because that was the whole intent of your open ended sales questions in the first place. What goods are sales questions to a sales rep that’s not listening?
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Open Ended Sales Questions And Probing
Sales questions allow you to uncover a need for your product or service. Uncovering Needs is an important step in the Sales Process. You will never enjoy sales success if you can’t uncover needs or “want” for your product or service, especially in this economy and highly competitive markets. The only way to uncover those “needs” is by asking the right open ended sales questions.
A Few Open Ended Sales Questions To Get You Started…
- What criteria will you use to make a decision?
- How is it working today?
- What will that mean to you?
- What are your priorities?
- What are the key issues?
- How should we move forward?
I hope I answered some of your questions about effective sales questions and the creative use of open ended sales questions.
How will you use this material? (That was an open ended question!)
I wish you great sales success.
I Cover Open Ended Questions In My Sales Training Program
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