Page 71 - Training 2019
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In addition to putting proper queries, you must motivate your respondents to reply.
You need to stand out from your competitors and aim at building trust and
understanding people not just convincing them to buy your product or service.
Open-ended vs. closed-ended questions
Questions can be either open-ended or closed-ended which determines the level of
information you are requiring to move to the next step.
An open-ended question is designed for discovery where as a closed-ended question,
on the other hand, is designed to get precise answers.
Queries which don’t have any special structure and don’t require a candidate to
respond in a specific way are known as open-ended questions.
They are aimed at motivating the potential buyer to voice what he
1. Thinks
2. Feels,
3. Specify particular issues,
4. Provide the seller with meaningful information.
SALES TRAINING – IDENTIFYING OPPORTUNITIES 7
Updated - 24 June 2019
