Leave a comment
Save article:
What are these? Open and closed questions are the most common in any dialogue. They play a big role in business. Without them, not a single sale occurs, it is impossible to compile a survey and conduct an interview.
What to consider? In addition to open and closed questions, you can use alternative questions that combine the first two types. However, there is a catch - the answer will be unpredictable, which is not quite suitable, for example, in sales.
The article explains:
Types of questions in sales
Features of using open questions
Features of closed questions
Turning open chinese student data package questions into closed ones
The essence of alternative questions
Ways to Use Alternative Questions in Sales
Question Combination Schemes
Secrets to choosing the right questions
Open and closed questions in the questionnaire
Examples of questions in the survey
Open, Closed, Hypothetical and Non-Standard Interview Questions
Common Mistakes in Using Interview Questions
Frequently asked questions about open and closed questions
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Types of questions in sales
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
Source: shutterstock.com
What does a good salesperson do? He 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.
Read also!
"USP examples to help you come up with your own that's even better"
Read more
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.