Types of questions in sales

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Scripts are written so that any salesperson can communicate with a client correctly. However, for successful trading it is not enough to learn the text. First of all, it is necessary to study the client's needs. If a salesperson interested in fulfilling the sales plan will forcefully impose a product, he will not achieve success, acting blindly. Trying to sell a slow-moving product or, conversely, the most popular one, you will only waste time. Find out what the client needs, and you will make a successful deal. The buyer's needs are found using the technology of open and closed questions. They help to get in touch with the consumer and find out his requests.

Types of questions in sales

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What does a good salesperson do? He honduras mobile phone numbers database does not rush to talk about the quality of the goods, but asks the client about his problems. There is a special system of questions that are divided into three groups:

open - require a detailed, comprehensive response from the buyer;

closed - require a monosyllabic answer of “yes” or “no”;

alternative – the client is offered several answer options.


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Features of using open questions
The benefit of open questions is that the seller gets an idea of ​​the customer's preferences, habits and requests. The consumer talks about his problems, the manufacturer finds out his motivation and thinks about the next step. That is why the dialogue should begin with open questions.

Psychologists have come to the conclusion that the sequence should not be violated: open questions come first, and closed questions come only at the end of the conversation. This is completely logical. It would be a mistake to swap open and closed questions. Another shortcoming of the seller is to ask abstract topics that are not related to the deal.

In open questions, the sentence begins with interrogative words that specify time, place, reason, or course of action (what, where, when, how, how much, why), for example:

Why did this situation arise?

What specific service (product) do you want to receive?

Where and when is it convenient for you to meet and discuss the deal?

When a customer answers a well-posed open-ended question, he or she provides the salesperson with all the information they need about themselves and their needs. This is the fastest and most effective way to obtain useful information that will help the salesperson make a successful deal.

Psychologists advise supplementing open messages with question words with clarifying verbal constructions that encourage the client to disclose the topic more specifically. For example:

I don't quite understand, could you explain it again?

Please tell us more about this.

I would like to clarify the details.

Tell me, what additional options are you considering?

Please clarify...

Open questions are the basis for establishing contact and mutual understanding between the seller and the client. In their work, managers and consultants use this practice daily. By asking open questions to the buyer, they demonstrate an individual approach and establish trusting relationships. This helps to accurately determine the needs, wishes and expectations of the buyer.

When answering open questions, the buyer shares information selectively, stating what he considers necessary. At the same time, data that is important for the seller may remain "behind the scenes". Therefore, it is very important to show the client emotional involvement, sympathy for his problem. Seeing that he is understood, the interlocutor shares information more freely and gives more detailed information about himself.