"What additional resources do you need to reach your current profit goals?" is an open-ended sales question. The goal of an open-ended sales question is to invite a prospect to share a limitless amount of information that is useful in allowing the seller to better understand his situation.Continue Reading
"What are some of your primary concerns right now?" is an example of an open-ended question a seller might ask early to establish rapport with the prospect. The goal is to make the prospect comfortable and to give him a chance to share genuine feelings about his current situation.
Some effective open-ended sales questions are relatively short, such as, "What are your goals?" In this example, the seller wants to identify the goals or motives of the prospect. A thorough answer to this question allows a seller to identify whether his solutions align well with the goals.
"Tell me how you could use this type of solution in your business?" is a more targeted open-ended question. The seller wants a prospect to offer insights into how the company's solution could help solve a business problem. In essence, a strong answer means a prospect is selling the solution to himself. Another targeted example is, "What are the key benefits of our this solution that you would use in your business?"Learn more about Marketing & Sales