Right now, write down all your very best sales questions on a legal pad. Don’t continue reading until your done.
Look at your questions and see how many would be answered with a “yes” or “no.” Those questions, with yes or no answers, are known as “closed-ended” questions. While closed-ended questions serve an important purpose, we need open-ended questions to discover important information allowing us to move the sales process forward.
If more than 20% of your questions are closed-ended questions you are probably performing an interrogation and not having a conversation.
“Open” your questions and allow the prospect or client to elaborate on their response. "Open" your questions by beginning a sentence with who, what, where, when, and how. By doing so, you will learn how to better serve your prospects needs.
“Always ask who, what, where, when, why and how.”