Frequently asked questions about open and closed questions
Posted: Thu Jan 23, 2025 8:03 am
The difference between open and closed questions is that the former allow for a detailed and thorough answer. The latter require clarity and specificity.
Once you understand these differences, you will learn how to use both successfully, how to ask accurate, relevant questions, and how to obtain the information you need to make successful sales. This is a universally useful tool in any industry that works with customers. Your success depends on the ability to ask the right questions at the bolivia mobile phone numbers database right time.
What mistakes do sales managers often make?
When using open and closed questions in conversations with customers, inexperienced managers make the following typical mistakes:
They combine several questions in one sentence. Or ask them one after another. The buyer gets confused, skips the answers and answers the last point with difficulty.
The manager moves away from specifics, loses sight of the purpose of the conversation. Accordingly, the buyer loses it too.
The specialist did not remember the sequence of questions. Jumping from one topic to another, he gives the impression of an insecure newbie and may lose the client.
Advice from experts: prepare for the conversation, practice. If you want, experience will come.
When to use open-ended questions?
Open questions are designed to establish contact and obtain important information. This type is used at the beginning of communication with the client.
Why are alternative questions more difficult to ask?
Because the manager needs to understand the essence of the question and think through several possible answers. In doing so, it is necessary to choose options that are beneficial to the company. For example:
The manager must call the client.
The specialist thinks over the options: call today or tomorrow, in the morning or after lunch.
The manager asks the question: "When is it convenient for you for me to call: today or tomorrow? In the morning or in the afternoon?"
When to use closed questions?
Closed questions are used to quickly clarify details, as well as to confirm intentions and close the
Once you understand these differences, you will learn how to use both successfully, how to ask accurate, relevant questions, and how to obtain the information you need to make successful sales. This is a universally useful tool in any industry that works with customers. Your success depends on the ability to ask the right questions at the bolivia mobile phone numbers database right time.
What mistakes do sales managers often make?
When using open and closed questions in conversations with customers, inexperienced managers make the following typical mistakes:
They combine several questions in one sentence. Or ask them one after another. The buyer gets confused, skips the answers and answers the last point with difficulty.
The manager moves away from specifics, loses sight of the purpose of the conversation. Accordingly, the buyer loses it too.
The specialist did not remember the sequence of questions. Jumping from one topic to another, he gives the impression of an insecure newbie and may lose the client.
Advice from experts: prepare for the conversation, practice. If you want, experience will come.
When to use open-ended questions?
Open questions are designed to establish contact and obtain important information. This type is used at the beginning of communication with the client.
Why are alternative questions more difficult to ask?
Because the manager needs to understand the essence of the question and think through several possible answers. In doing so, it is necessary to choose options that are beneficial to the company. For example:
The manager must call the client.
The specialist thinks over the options: call today or tomorrow, in the morning or after lunch.
The manager asks the question: "When is it convenient for you for me to call: today or tomorrow? In the morning or in the afternoon?"
When to use closed questions?
Closed questions are used to quickly clarify details, as well as to confirm intentions and close the