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Asking Your Way To The Sale – Open-Ended Questions

This is our 7th article about closing the sale and becoming an extraordinary sales person. To quote Jay Douglas Edwards, “Questions are the Answer.” In this context, probing will be the focus of this discussion.

Asking questions can be classified into four groups: 1) open ended, 2) two closed ended, 3) the phrase, “I’m wondering,” and 4) question mark questions.

Let’s give our attention to open ended questions. Open ended questions are employed when you want a lengthy answer to the topic or question at hand. One good example of an open ended question is, “What do you think of our new healthcare laws?” Note however that this is just an example. I don’t ever recommend asking questions related to politics.

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Here are some more examples of open ended questions. What’s important about that to you? What makes that a priority? You’re allowing your prospect to speak at length to answer your question. The best time to use open ended questions is when you want to get longer in-depth answers or to learn what’s important to your prospect, what’s a priority or to better understand his areas of interest.

After the prospect has answered your question, remember to not respond by continuously asking new questions, one after another. To encourage a more pleasant dialogue, a better response could be: “I understand. Please continue.”

Hopefully, from this point, you will be asking open ended questions to better bring out and appreciate your prospect’s needs. When mastered, this tool will assist you when you make your presentations.

You’ll get along better with everyone in your life by simply applying this concept professionally and personally.

If you’ve enjoyed this article and would like to receive my 20-article series on Becoming an All-Star Sales Person, just go to my blog www.stanleyfidel.com/blog and you’ll have access to the rest of the entire series. If you prefer watching videos, just visit my website www.stanleyfidel.com/free and sign up to get all 20 videos on closing the sale and becoming an All-Star Sales Person. Goodbye and good selling.

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