Good open ended questions can be a salesperson’s best friend. They not only solicit needed information from your prospective customer, but they get them talking—opening up and letting you learn about them, their wants and needs and how you can solve them. As you know, open-ended questions can’t be answered with a “yes” or “no”; they require some detail.
While each prospect is different and there will be plenty that come out naturally in conversation, I always like to have some in my “back pocket” I can go to if I need them. Here are five you should memorize and have available to you.
1. What keeps you up at night?
2. How would solving this problem (filling this need) make you feel?
3. Who will be involved in making the decision?
4. If you could custom design a solution, what would you do?
5. Other than me or my company, who else are you considering working with?
All five of these dig deep and get you information you can use to craft your presentation or proposal.File them away for when you need them and go to them like they were second nature.
Do you have a favorite that is your “go to”? If so, leave a note in the comments and share it with others.