Comments on: How To Use Open-Ended Questions To Win More Sales http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales Providing you the sales tools for success Mon, 07 Sep 2009 08:07:28 -0600 http://wordpress.org/?v=2.8.4 hourly 1 By: Maria Sullivan http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-34 Maria Sullivan Mon, 07 Sep 2009 08:07:28 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-34 Great post! Sales is all about listening. But I can see that sometimes this can be forgotten even by bigger firms or sellers. But on the other hand it is not easy to ask the right questions. Recently I also read a good post about this issue on another blog www.salesprofessionalblog.eu. Great post!

Sales is all about listening. But I can see that sometimes this can be forgotten even by bigger firms or sellers. But on the other hand it is not easy to ask the right questions. Recently I also read a good post about this issue on another blog http://www.salesprofessionalblog.eu.

]]> By: KELLY KAPER http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-33 KELLY KAPER Thu, 03 Sep 2009 22:19:38 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-33 IM DOING OPEN ENDED QUESTIONS AND I WAS LOOKING FOR SOME EXAMPLES AND HELP ......................... THANKS !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! IM DOING OPEN ENDED QUESTIONS AND I WAS LOOKING FOR SOME EXAMPLES AND HELP ……………………. THANKS !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

]]> By: Cheryl http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-24 Cheryl Fri, 26 Jun 2009 03:27:15 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-24 Great Post. Open ended questions followed by truly listening to your prospect is the key to being a successful salesperson. Great Post. Open ended questions followed by truly listening to your prospect is the key to being a successful salesperson.

]]> By: Mike Bramble http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-21 Mike Bramble Fri, 01 May 2009 20:02:16 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-21 A lot of focus on questions lately, and rightfully so it seems. I just saw that Dave Kahle was featured on the Salesopedia blog talking about questions, too. A lot of focus on questions lately, and rightfully so it seems. I just saw that Dave Kahle was featured on the Salesopedia blog talking about questions, too.

]]> By: Sales Tips And Techniques http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-20 Sales Tips And Techniques Sat, 18 Apr 2009 17:28:13 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-20 Spot on - asking open ended questions and listening actively will not only provide you with information needed to make the sale, but will also build rapport. Great stuff. Spot on – asking open ended questions and listening actively will not only provide you with information needed to make the sale, but will also build rapport. Great stuff.

]]> By: Sharon Wilson http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-18 Sharon Wilson Wed, 04 Mar 2009 23:30:37 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-18 Great post. It's imperative to get the customer talking. Customers need to feel that we can do something for them, not what they can do for us. Great post. It’s imperative to get the customer talking. Customers need to feel that we can do something for them, not what they can do for us.

]]> By: Peter Watts http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-16 Peter Watts Thu, 19 Feb 2009 13:08:45 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-16 Hi Guru You are absolutely right on this. Open-ended questions are the key to success. They get people talking, and they put the customer at the center of the discussion. It's an interesting question about why salespeople default towards closed questions. Do you think it could be because these questions feel safer for them? Less threatening? Less invasive? Thanks for a great article I'm going to be a regular reader from now on. Best regards Peter Hi Guru

You are absolutely right on this. Open-ended questions are the key to success. They get people talking, and they put the customer at the center of the discussion.

It’s an interesting question about why salespeople default towards closed questions. Do you think it could be because these questions feel safer for them? Less threatening? Less invasive?

Thanks for a great article

I’m going to be a regular reader from now on.

Best regards
Peter

]]> By: Drew http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-14 Drew Wed, 07 Jan 2009 15:53:36 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-14 I think your post makes sense, however.... starting with a question of "Can you..." isn't necessarily always "doom and gloom." If you say "can you elaborate for me on your past experience with XYZ Company," 99% of the time, people are going to go on and give you examples. I know the "Can you..." question can be answered with a simple and quirky "yes" or "no" but people aren't that rude. At least not the ones that I've worked with anyway. They will answer the question when asked. Not to mention... if you just say- "Elaborate for me on your past experience with XYZ Company..." you're not asking a question... that's a statement. Overall, I like your approach... I just think you're underestimating your clients. I think your post makes sense, however…. starting with a question of “Can you…” isn’t necessarily always “doom and gloom.” If you say “can you elaborate for me on your past experience with XYZ Company,” 99% of the time, people are going to go on and give you examples. I know the “Can you…” question can be answered with a simple and quirky “yes” or “no” but people aren’t that rude. At least not the ones that I’ve worked with anyway. They will answer the question when asked.

Not to mention… if you just say- “Elaborate for me on your past experience with XYZ Company…” you’re not asking a question… that’s a statement.

Overall, I like your approach… I just think you’re underestimating your clients.

]]> By: Nick Moreno http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-13 Nick Moreno Mon, 05 Jan 2009 21:51:36 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-13 I know what mean about selling in New Your City. I was born in Brooklyn and my first sales territory was one single building… The Empire State Building! I was smart enough to start at the top and take the stairs down. “Sales” is truly about listening so you need open-ended questions to get your prospect talking. Too many sales reps start thinking about what to say next when a prospect starts talking. You can’t be listening if you are thinking about something to say. Listening is a critical sales skill. Nick I know what mean about selling in New Your City. I was born in Brooklyn and my first sales territory was one single building… The Empire State Building! I was smart enough to start at the top and take the stairs down.

“Sales” is truly about listening so you need open-ended questions to get your prospect talking. Too many sales reps start thinking about what to say next when a prospect starts talking. You can’t be listening if you are thinking about something to say. Listening is a critical sales skill.

Nick

]]> By: Top Sales Blog http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales/comment-page-1#comment-11 Top Sales Blog Sun, 21 Dec 2008 18:13:27 +0000 http://www.salesweblog.com/how-to-use-open-ended-questions-to-win-more-sales#comment-11 Thanks for the reminder on how you can talk yourself out of a sale. Most salespeople simply do not realize this. Good read. Thanks for the contribution to the sales community, Will Fultz Thanks for the reminder on how you can talk yourself out of a sale. Most salespeople simply do not realize this. Good read.

Thanks for the contribution to the sales community,

Will Fultz

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