Unlocking the Power of Open-Ended Questions

Too many times we see sales people solely ask closed-ended questions.  Questions that provide the prospect or customer an easy-way out by simply answering “yes” or ”no”.

Instead, one of the most powerful tools in a salesperson's arsenal is the open-ended question. When meeting with prospects or customers, using open-ended questions can make a significant difference in the outcome of the conversation and, ultimately, the success of the sale.