Open Ended Questions For Sales That Get You Outstanding Results

Open-ended questions have the power to completely transform your sales process and get you outstanding results. They allow you to get the other person to open up and share their world with you. This helps you understand their problems, pain points, and needs. And once you understand these, you can position your product or service as the solution to their problem.

In this article, we will walk you through the three principles that you absolutely need to know, three examples of open-ended questions that you can ask to completely transform your sales process.

Principle 1: Ask Open-Ended Questions

Asking open-ended questions is the foundation of effective sales conversations. Open-ended questions allow you to get the other person talking and sharing their perspective. They also allow you to uncover the important and urgent problems that your prospects are facing.

Here's an example of an open-ended question: What does success look like 12 months from now?

Asking this question allows you to understand what your prospects are trying to achieve. You can then tailor your pitch to their goals and needs.

Principle 2: What's Holding You Back?

The second principle is to ask what's holding your prospects back. This question gets the other person to start thinking about what they want and what's keeping them from achieving it.

Here's an example of a question you can ask: What's holding you back from reaching your goals?

This question allows you to understand the obstacles that your prospects are facing. You can then position your product or service as the solution to their problems.

Principle 3: Dig Into the Problems

The third principle is to dig into the problems that your prospects are facing. This means asking questions that help you understand their pain points and challenges.

Here's an example of a question you can ask: What are your biggest challenges when it comes to XYZ?

By asking this question, you get the other person to start talking about their problems and pain points. Once you understand their problems, you can then position your product or service as the solution to their problem.

These three principles are powerful tools to transform your sales process and get outstanding results. Take the time to practice asking open-ended questions, find out what's holding your prospect back, and dig into their problems. By doing so, you'll be able to position your product or service as the solution to their problem and close more deals.

In conclusion, asking open-ended questions is an essential skill for any salesperson. By using these three principles, you can have more effective sales conversations and close more deals. So, the next time you're in a sales conversation, remember to ask open-ended questions, find out what's holding your prospect back, and dig into their problems.

Also, if you’d like more pipeline so you have even more opportunities to ask these open ended questions (and close more deals), launch a Programmatic Referral Program using Megaphone.