Have you struggled more than once to keep a conversation going with a customer? It’s probably because you’re asking good questions but in the wrong way. All reps want to accomplish the goal of connecting to your customer, finding their pain points, and closing the deal and there’s a faster and better way to do it by asking open-ended sales questions. Find out the difference between open and closed-ended questions, 22 awesome examples, and how to change your question strategy. Show
The difference between open-ended and closed-ended sales questions
Now that the difference between these types of questions is clear, let’s figure out why we should be asking them and how to adjust our current questions to be more open. Why ask open-ended questions?In a customer conversation you’re trying to figure out their pain points and how to solve them, which some reps can do in a closed question conversation but it takes more time and is harder work. By adjusting the same topic of questions to be more open-ended, you get more information and personality out of your customer faster. Using open-ended questions with your prospects is helpful because it:
How to ask open-ended sales questionsThese are some examples that can help guide you to asking your questions the right way to connect better with your customers in conversation. You’re likely asking questions with good intent but they can be answered with a simple “yes” or “no” that closes off the conversation. Here’s how you can mix it up: Don’t Ask:
Do Ask:
The important difference here is that you are going to get more specific answers from the customers if you ask open-ended questions as opposed to a “yes” or “no” question. Letting your customers respond with one word is a quick way to kill the pitch and start closing that open line of communication. We have examples for you to use below to avoid that. 22 Perfect open-ended sales questionsAll of these questions are examples that can be changed depending on your industry and target customer. The important principle to take away from these questions is that they get the customer talking about the problems they’re facing, what solutions have worked for them in the past, and gives you all the information you need to sell your services as the best solution for them. 11 Business-to-consumer (B2C) questions:
11 Business-to-business (B2B) questions:
Start asking the right questionsHopefully you’ve learned the difference between open and closed-ended questions, why it’s important to ask the right questions, and the dos and don’ts of asking the right questions. If you want to learn more about sales techniques and ways to get the most out of your customer conversation, set up a free demo with us today and we’ll help you set up your process! What are 3 examples of openExamples of open-ended questions include:. Tell me about your relationship with your supervisor.. How do you see your future?. Tell me about the children in this photograph.. What is the purpose of government?. Why did you choose that answer?. What are good openSo let's dive into what this is all about and how you can use open-ended sales questions to improve your customer insights.. How so?. Why is that?. Can you tell me more about that?. What caused that to happen?. How'd that make you feel?. Did it improve or get worse?. What are the 3 main questions to ask in understanding customers?Here are the top 5 questions you'd ask your customers. What can my company do to better serve your needs?. How satisfied are you with our products/services?. What value do we provide?. What are your biggest challenges?. Why did you choose us over the competition?. What are some good open30 Examples of Open-Ended Sales Questions. What will make this appointment worthwhile for you today? ... . What motivated you to take this call with me? ... . How did you get involved in this project? ... . What's the most important priority to you in this? ... . What is the biggest challenge you face with your business today?. |