{"id":4340,"date":"2020-01-24T19:01:23","date_gmt":"2020-01-24T19:01:23","guid":{"rendered":"https:\/\/questionz.ca\/?p=4340"},"modified":"2020-02-07T21:56:10","modified_gmt":"2020-02-07T21:56:10","slug":"the-power-of-open-ended-questions-in-sales-lets-play-a-game","status":"publish","type":"post","link":"https:\/\/questionz.ca\/fr\/2020\/01\/the-power-of-open-ended-questions-in-sales-lets-play-a-game\/","title":{"rendered":"The Power of Open-Ended Questions in Sales: Let\u2019s Play a Game!"},"content":{"rendered":"

To ask your client a lot of\u00a0questions can sometimes be off-putting<\/a>\u00a0for both of you, and so it helps if you can figure out a way for them to grasp the importance of them.

Recently on our blog we\u2019ve been putting a huge emphasis on the value of asking open-ended questions. The ability to get right to the point is the difference between a long or short sales process.<\/p>\n\n\n\n

Let\u2019s play 20 Questions<\/h2>\n\n\n\n

It\u2019s a campfire favourite. Everyone takes a turn thinking of something, or someone. It can be a celebrity, athlete, historical figure, and the other people must guess who that person is by asking questions. However, they can only ask you Yes or No questions. Is it a woman? Is she Canadian? On and on until the 20 questions are up.<\/p>\n\n\n\n

The game is amusing, and it\u2019s particularly funny watching your fellow playmates somehow get as far away as possible from who you actually had in mind.<\/p>\n\n\n\n

Bringing this game into the office can demonstrate to your client how wasteful asking close-ended questions can be. Have your client run after a pink elephant (why not?) for the duration of 20 questions, and then turn the game around. Tell them they can now ask you any question they want.<\/p>\n\n\n\n

The smartest will cut to the chase and simply ask you, \u201cWhat are you thinking of?\u201d<\/p>\n\n\n\n

\u201cI\u2019m thinking of a pink elephant.\u201d There, we\u2019ve shortened the process tenfold<\/a>.<\/p>\n\n\n\n

It\u2019s not about the pink elephant<\/h2>\n\n\n\n

Instead of focusing your attention on the features of the car you want to sell, for example, put the focus on the client\u2019s needs. We tend to blurt out the selling points. Excellent mileage, 360-degree view camera systems, keyless entry, etc.<\/p>\n\n\n\n

By asking your client what\u2019s important to their transportation needs, you get straight to the point. You won\u2019t waste precious time trying to sell the new electric model to someone whose main goal is getting to and from their work, only 5 km away.<\/p>\n\n\n\n

Remember<\/h2>\n\n\n\n

Everyone wins when a salesperson understands the value and utilizes the efficiency of open-ended questions. The issues and, the compelling reasons to buy<\/a> are all revealed much faster.<\/p>\n\n\n\n

Keep in mind, asking open-ended questions is a sure way to quickly get to the end point.<\/p>","protected":false},"excerpt":{"rendered":"

To ask your client a lot of questions can sometimes be off-putting for both of you, and so it helps if you can figure out a way for them to grasp the importance of them.<\/p>","protected":false},"author":3,"featured_media":4342,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[126],"tags":[144],"class_list":["post-4340","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-best-sales-people","tag-how-to-ask-the-right-questionz"],"_links":{"self":[{"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/posts\/4340","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/comments?post=4340"}],"version-history":[{"count":0,"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/posts\/4340\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/media\/4342"}],"wp:attachment":[{"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/media?parent=4340"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/categories?post=4340"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/questionz.ca\/fr\/wp-json\/wp\/v2\/tags?post=4340"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}