Close-ended questions have a terrible reputation in sales, but we’re here to set the record straight.
There’s no denying that asking a prospect a series of closed-ended questions can cripple your chances of closing the deal.
The reality is that you will have a deeper understanding of your potential customers if you listen to them more than you talk to them.
As a result, you’ll be able to tailor your sales pitch to increase the likelihood of a sale and better comprehend the customer’s reasons for contacting you.
Here are four types of close-ended questions every sales professional should know
Consider your potential customer: What is most important to them? This kind of specific inquiry is used to elicit specific information about the person being questioned, such as what kind of help they require.
Specifically, “Please rate the following in order of significance from one to four, where one is most essential to you in a product, and four is least important: dependability, multi-functionality, user-pleasant, speed of service.”
For prospects, the dichotomous close-ended question may be the most straightforward to understand and respond to. Only yes or no, or true or false, are acceptable responses to most questions; indirect questions are the only ones that allow for more nuanced responses.
This was a class favorite and may still be the favored format for making sales presentations. What person wouldn’t be thrilled by all the available choices?
Questions with multiple-choice answers and no room for free-form writing typically consist of the following: The “stem” is the actual question being asked, “leaves” are the “proper” and “distract” queries, and “fruits” are the “alternative” solutions.
To what extent do you agree or disagree with this statement? How strongly do you agree or disagree? You’ve encountered questions like these before.
Especially if qualitative indicators are being taken into account, sales representatives should employ rating scale close-ended inquiries to evaluate data about a particular service, product, or feature.
A list of 35 best closed-ended questions for salespeople
On your next sales call, try asking your potential customers one of the following closed-ended questions to get them talking about the specifics of what they need for their business:
The ability to ask insightful questions is a key component of every successful sales plan. Jot down the kinds of questions you plan to ask at each step. To discuss more let’s connect with us now.