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Open-Ended Sales Questions: What and How to Ask

Posted by Scott Porter | April 30, 2021

Start asking open-ended sales questions to get more out of your leads

Have you struggled more than once to keep a conversation going with a customer? It’s probably because you’re asking good questions but in the wrong way. All reps want to accomplish the goal of connecting to your customer and closing the deal and there’s a faster and better way to do it through the questions you ask. Find out the difference between open and closed ended questions, why you should utilize this tip, and how to change your question strategy.

Open Ended vs. Closed Ended Questions

A simple explanation of open versus closed ended questions is: Open-ended questions are questions that allow someone to give a free-form answer. Closed-ended questions can be answered with “Yes” or “No,” or they have a limited set of possible answers. Now that the difference between these types of questions is clear, let’s figure out why we should be asking them and how to adjust our current questions to be more open.

Why Ask Open-Ended Questions?

In a customer conversation you’re trying to figure out their pain points and how to solve them, which some reps can do in a closed question conversation but it takes more time and is harder work. By adjusting the same topic of questions to be more open-ended you get more information and personality out of your customer faster. Using open ended questions with your prospects is helpful because it:

  • Guides the conversation.
  • Gets the customer more engaged in the conversation.
  • Leads to higher close rates.
  • Helps you find out more about your customers pain points.

Dos and Don’ts of Asking Questions

These are some examples that can help guide you to asking your questions the right way to connect better with your customers in conversation. You’re likely asking questions with good intent but they can be answered with a simple “yes” or “no” that closes off the conversation. Here’s how you can mix it up:

Don’t Ask:

  • Are you satisfied?
  • Does that work for you?
  • Do you like that?
  • Is this easy to use?

Do Ask:

  • How are you satisfied or dissatisfied with the service we’ve provided?
  • What do you think about that feature?
  • How would you adjust this to fit your needs better?
  • What worked best for you when using this service?

Start Asking the Right Questions

Hopefully you’ve learned the difference between open and closed ended questions, why it’s important to ask the right questions, and the dos and don’ts of asking the right questions. If you want to learn more about sales techniques and ways to get the most out of your customer conversation, set up a free demo with us today and we’ll help your sales process. 

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