Wednesday, 18 June 2014

The Big Question

Sales courses everywhere and over all time espouse the virtues of asking clients open ended rather than closed questions.

It works.  If your questions are considered and relevant you undeniably get more information than you would if you asked closed questions.


It’s like showing your workings in a maths exam – it shows your thinking, not just your answer.  Great for a sales person – it provides the ‘why’ behind an answer (if you ask the right question).

Questions and answers are great – many CRM’s are full of great responses to great questions.

Now – consider this – imagine your client gets to ask you one open ended question at the end.

Imagine that question is:

 ‘What are you going to do with all the information I've just given you?’

No comments:

Post a Comment