by TERRITORY MANAGER
HOW TO START GOOD OPEN ENDED QUESTIONS
The following answer may not be what you expected.
The tendency to ask closed questions is, I believe, based on the desire of the sales person to be in control OR to manipulate the sale.
Instead, how about you install an attitude of wanton curiosity ?
You know, the desire of the 5 year old who wants to know how everything works and who consistently asks mum "Why".
Now, I'm not advocating you ask "Why" all the time because it's not a particularly good question for selling.
Just take on that attitude and seek to understand the wants and needs of your prospect and what's the problem or desire behind that need.
By the way there is a time for closed questions in selling too, it's when you've got the order (or you KNOW the prospect is going to buy) and you are trying to get all the specifics. e.g. you want it in red, yes ?
Hope this helps, Greg
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