Open ended sales questions are one of the most powerful tools in a salesperson’s arsenal. They allow salesmen and women to qualify the prospect, while simultaneously helping to establish credibility, trust and rapport.
Open ended sales questions, at the very least, give a salesperson the opportunity to gather information that can be used to hopefully, later close the sale.
Open-ended questions, for those that are unfamiliar with the term, are questions that can’t be answered with a simple “yes” or “no” answer. They encourage the prospect to get more involved in the sales process, generate more buy-in and interest in the process.
It is important to note that one open-ended sales question isn’t necessarily as good as another.
Below, we have listed some open-ended sales questions, but not your usual ones, these are designed not only as open questions but to get the most information from your customer as possible.
All sales professionals should have these saved somewhere on their laptop, or better yet, memorized.
1. What is your company’s expectations/ requirements for this service or product?
This information will give the salesperson the information they need to explain why and how their product or service can help meet the company’s expectations/requirements.
2. What would like to see accomplished?
The prospect’s answer to this question will again, give the sales person an opportunity to explain how they can accomplish what the prospect needs or wants.
3. What companies or processes have you had success with in the past?
By identifying what has worked in the past, the salesmen can explain how their company works in a similar way.
4. What is your company’s timeline for purchasing our product or utilizing our service?
This information will give the sales person an idea of how fast or slow the deal might happen. More attention might be given to those individuals/businesses that are ready to make some sort of decision.
5. What type of budget has been established for this product/service?
How much a prospect plans on spending will make them either a high or low priority prospect. This doesn’t mean that low-spending prospects should be courted less vigorously, just that more attention will probably need to be paid to higher spending prospects.
Give them a try, see how you get on and let us know.
The information you glean from the above questions should put you in a more positive position when it comes to closing the sale.
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