Page 74 - Training 2019

What information can you collect when asking open-ended questions in
sales?

Such queries help sales professionals:

 Explore customer needs;
 Learn the buyer’s objections;
 Build trust and understanding;
 Foresee and minimize risks;
 Create new sales opportunities.

When to ask open-ended sales questions?

They work great at the start of your conversation when you get acquainted with your
likely customer and need to gain their trust. They are perfect to collect information.

Nota bene avoid appealing to open-ended questions if you intend to sustain
control over the conversation with your client.

What to do when asking good open-ended sales questions?

The hardest part about running this type of queries is not to turn into a soulless robot.
Otherwise, you will ruin the very essence of your dialogue – building trust.

While asking open-ended questions, make sure you:

SALES TRAINING – IDENTIFYING OPPORTUNITIES 10
Updated - 24 June 2019