Page 75 - Training 2019

1. Encourage your potential client to unveil more and do not interpret their
answers

Imagine you are interviewing a star, or a guru and you’ve got a limited amount of
time to talk to them. You are eager to get as much information as possible, so you
strive to ask more open-ended questions and encourage your interviewee to chat
more. Later, you’ll have time to analyse the answers. But right now, concentrate on
getting them.

2. Show curiosity. No matter what your customer says

Best salespeople are usually good listeners. And they are always curious about
other people. This is in their nature.

If you are curious about your customer, they will feel it and will be more likely to
share their problems and thoughts with you. Genuine curiosity will help build
trust since a client will feel that you care.

3. Make your questions and answers personalized

Avoid being too general when scripting open-ended questions for sales. It is obvious
that people tend to chat more when answering personalized questions.

4. Personalize your questions according to:

 The person’s business (name, amount of people working, challenges);
 The stage of the sales pipeline your customer currently is at;
 The scope of your dialogue (don’t jump to other subjects).

5. Remember to stay quiet when necessary

You may think that salespeople are real chatterboxes. Well, not the best ones. Those
who sell a lot possess the skill of “strategic silence” or practice the strategy of
what Michael Hyatt calls “dead air”. it is better to say nothing than to say too
much.

What not to do when asking good open-ended sales questions?

SALES TRAINING – IDENTIFYING OPPORTUNITIES 11
Updated - 24 June 2019