Open-ended sales questions that your reps can use to get the prospects talking
8 minutes read
Open-ended sales questions are essential to succeed in sales. Why? Because they allow reps to,
- Get inside the heads of their prospects
- Uncover their pain points/needs
- Understand what’s important for them
- Build rapport with them, while uncovering their pain points
- Clearly articulating the value of an offering
- And help them create better futures for themselves
Also by using some great open-ended sales questions your sales reps will be able to disrupt the buyers’ thinking and change their perceptions of what’s true and what’s possible. This, in turn, helps in driving the sale forward and avoiding pitfalls that can derail the sale along the way.
So, here we share some powerful sales questions that’ll put your reps on the path to building rapport navigating buyer wants, needs, and desires, and ushering sales to the close.
Initial questions to build rapport
These questions come in handy for your reps during their initial conversation with a customer to connect with them and build rapport. These rapport-building questions help them to
- Really get to know their prospects
- Understand what they want and need
- And figure out how to position your product or service as the perfect solution
Without this level of intimacy, you can’t consult the account.
Discovery of needs and pain points
These questions help your reps to uncover the pain points/ challenges/ needs of the prospects. While posing these need-based or pain-based questions ask your reps to be cognizant of the pains your offering solves. In other words, ask them to not ask about areas that your product or service doesn’t address.
Following are the qualifying questions which your reps can use to determine
- A prospect’s interest level
- What do they think of your sales approach so far
- And what your next move should be to close the deal
These questions help them to filter prospects and narrow down their focus to concentrate only on those prospects who have a higher likelihood of getting converted into paying customers
Uncovering the impact of solving or not solving the problem
In order to know the best way to close a potential prospect, your reps must understand
- How is the problem at hand affecting the client?
- What would be the consequences of solving it?
- What would be the consequences of not solving it?
Below are some Impact or Benefit-driven questions which your reps can use to discover the products/ features the prospects would find most intriguing. Then, they can use the answers to these sales questions to inform their sales approach.
Buyer History Questions
Buyer-History Questions help your sales reps to understand
- If the prospect has tried any other vendor’s product before?
- What was the state of the prospect’s relationship with that vendor?
- And how has it worked or not worked for them?
This information can have significant implications for your sales process.
Questions on New Future or New Reality
These questions are quite powerful as they can get the prospects to visualize what it will feel like to achieve their goals using your company’s products and/or services.
These objection-based questions are designed to help the sales reps to uncover objections before they derail your sales process. Or, at the very least, they give your reps the details they need to disqualify leads and move on.
Sales reps can try these open-ended questions if they do not get enough information on a specific topic from the prospects.These questions help the reps to get clarity in their thoughts and direct the sales conversation in a positive direction.
Your reps need to ask the right questions at the right time in order to take the prospects from new leads to paying customers. Below are a few questions that will help your reps to close the deals and earn the commission bonus that they’ve been eyeing:
Questions to ask after closing
This particular saying is very relevant for the sales reps: Every ending is a new beginning.
Once a deal is closed, it actually marks the beginning of your company’s relationship with a new customer. That’s why it’s important for your reps to ask engaging sales questions after closing the deal in order to ensure that the customers are enjoying their experience and want to continue doing business with you.
Learn how to implement a buyer-first selling mindset across the board of your sales team
Learn why active listening is the most important sales skill today
Learn how to overcome your prospect’s resistance
Learn how the puppy dog close technique helps you to close more deals
Learn what are the key stages that a perfect sales process covers
Published on Mon Jan 10 2022