Chat with our sales team
Whole Network Most Recent TOP10 Attitude Communications Entrepreneur Marketing

 

Understand Your Customer With Open-ended Questions

Filed in archive Sales by Deborah Brown on June 13, 2007

30452904.jpg
Do you know the difference between an open-ended question and a close-ended question?

You might say that a close-ended question will be answered with a Yes or a No.

But I say, the difference between an open-ended question and a close-ended question is the ability to build rapport.

As sales people = and PALEEESE - don't say you aren't a sales person. We are constantly selling; ideas, products, concepts, opinions. etc.

So, as sales people, there are two critical qualities for success: asking open ended questions and LISTENING.

We can ask all we want but if we don't listen, interrupt, silently begin thinking of the next question or worse yet, calculate potential commission = we will fail.

But if we ask and TRULY listen to the verbal answer and the under lying answers - those that live between the lines, we begin to build trust, understanding and rapport with our customer - taking us from the role of vendor to the coveted role of peer, partner, equal.

Just Sell offers up 30 open ended questions you might consider adding to your repertoire when learning more about your customer and their needs.

The questions are broken down into three categories: information, qualifying and rapport building.

Check out their Top 30 Open-Ended Questions.

Do you have a question that you use that works every time? Out of the thirty, if you could only pick three = what would they be?

Deborah Chaddock Brown
Professional Writer, Listener
AllWrite Ink


Advertisement


Permalink: Understand Your Customer With Open-ended Questions
Tags: sales  openended  questions  building  rapport  Just  Sell  business  small+business 

Trackback: http://www.creative-weblogging.com/cgi-bin/mt-tb.pl/75414



Advertisement


Advertisement


CW ToolbarInstall
RSSrss   | See all blog subscribe options
Googlegoogle   |   What is RSS?
Yahoo!yahoo
AddthisAddThis Feed Button
BloglinesBloglines
Newsletter
Advertisement - Book yours here.

Use our search feature to look for other interesting posts

Just this blog Whole network
Magazines.com, Inc.
Advertisement -
Book yours here..


 
  • Would you like to see your text link here? Let us know!
Advertisement
Book yours here.



  • Other blogs in the same channel in the Creative Weblogging Network

Advertisement -
Book yours here..






Advertisement - Book yours here..
 
Tagcloud: Attitude Branding Business Deals Business Models Business Podcast Carnival's Communications Contracts Copyright Issues Customer Service Education Employees Entrepreneur Finance General Global Marketplace Goal Setting Government Health Care Human Resources Humor Innovation Insurance Intellectual Property Inventions and Intellectual Property Law Leadership Long-term care Management Marketing Networking Online Commerce Operations Organization Planning Pricing Problem Solving Publishing Resources Risk Management Sales SEO Small Business Legal Sponsored Posts Strategy Teamwork Technology travel Value-add