Open questions should be the first type of questions that sellers utilize in their sales conversations. But why are open ended questions so important?

Open questions allow buyers the freedom to answer in as much depth and breadth as they’re comfortable sharing. This makes buyers feel comfortable, and provides a non-threatening way for sellers to learn about the buyer’s perspective. Open questions also invite buyers to talk frankly and to respond from their experience, knowledge, and points of interest.

Asking open questions earns sellers the right to ask closed or controlled questions, and go deeper into the conversation.




Dario Priolo
Author:
Dario Priolo, Chief Marketing Officer

Dario is SPI's Chief Marketing Officer and Demand Generation practice leader. He has over 15 years experience running marketing and demand generation functions in global sales and human capital consulting firms, and consulting with professional services and technology clients on these matters.

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