Open-ended questions are one of the most valuable tools for those who sell (if followed up by listening). They help gather information, qualify sales opportunities, and establish rapport, trust and credibility.
With such core importance to the sales process, the professional leaves little to chance when it comes to owning a repertoire of powerful open-ended questions… questions that are answered by more than a simple yes or no… questions where the prospect or customer gets directly involved in the sales discussion.
The key here…
Ask the question and let the prospect or customer give you their answer.
• No leading.
• No prompting.
• No interrupting.
In case you've not had the opportunity to put yours in writing, here are some of our favorites at justsell.com. You'll likely have several additional questions specific to your industry, but these'll get you more than started.
Write down the ones you find valuable. Commit them to memory with your team.
Print them out. Practice them on your drive in or on the way to your next appointment. Tack them up near your phone. Pass them on to your sales team.
It's all about sales.®
INFORMATION GATHERING:• What prompted you/ your company to look into this?
• What are your expectations/ requirements for this product/ service?
• What process did you go through to determine your needs?
• How do you see this happening?
• What is it you'd like to see accomplished?
• With whom have you had success in the past?
• With whom have you had difficulties in the past?
• Can you help me understand that a little better?
• What does that mean?
• How does that process work now?
• What challenges does that process create?
• What challenges has that created in the past?
• What are the best things about that process?
• What other items should we discuss?
QUALIFYING:• What do you see as the next action steps?
• What's your timeline for implementing/ purchasing this type of service/ product?
• What other data points should we know before moving forward?
• What budget has been established for this?
• What are your thoughts?
• Who else is involved in this decision?
• What could make this no longer a priority?
• What's changed since we last talked?
• What concerns do you have?
ESTABLISHING RAPPORT, TRUST & CREDIBILITY:• How did you get involved in…?
• What kind of challenges are you facing?
• What's the most important priority to you with this? Why?
• What other issues are important to you?
• What would you like to see improved?
• How do you measure that?
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SALESTOUGH™ ('sAlz - tuf): adjective
- characterized by uncompromising determination
- relentlessly prepared, objective and service-oriented
Get the SALESTOUGH™ manifesto by the cofounders of JustSell.com. No fluff, no clichés, no jargon.
Included in this book:
- 8 fundamentals to being SalesTough™
- Opening statement guide
- Networking guide
- Closing checklist
- Top 30 open-ended questions for those in sales
- The classic 1500-word essay on initiative and responsibility, A Message to Garcia
Order the SALESTOUGH™ book for you or your team.
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SALESTOUGH™ training pack.