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,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