Open-Ended Questions

Asking the right questions is the backbone of successful selling.  The reason they are so important is that the right questions qualify the right information.  This information allows the salesperson to determine how good of a fit exists between the prospect’s needs and the salesperson’s solution. Simple, right?  But what questions should the salesperson ask?  JustSell.com has an excellent starting point where they list 30 open-ended questions. An example: qualifying What do you see as the next action steps? What is your timeline for implementing/ purchasing this type of service/ product? What other data points should we know before moving forward? What budget has been established for this? What are… Read More

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