![\"dolphins](\"http:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-content\/uploads\/2015\/06\/IMG_0618-300x200.jpg\")
<\/p>\n<\/p>\n
<\/p>\n
Open-ended questions are incredibly valuable to the sales process (as long as you listen).<\/p>\n
They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility.<\/p>\n
As a sales professional, its very important to have a repertoire of powerful open-ended questions questions that are answered by more than a simple yes or no questions where the prospect\/ customer gets directly involved in the sales discussion.<\/p>\n
Ask the question and let the prospect\/ customer give you their answer<\/strong>.<\/p>\n No leading.<\/strong> In case youve not had the opportunity to write down your open-ended favorites, here are 30 of ours. You should have several additional questions specific to your industry, but these will get you more than started.<\/p>\n Write down the ones you find valuable. Memorize them with your team. Practice them on your drive in or on the way to your next appointment. Print them out.Post them near your phone. Pass them on to your team.<\/p>\n Information gathering<\/strong><\/p>\n What prompted you\/ your company to look into this? What do you see as the next action steps? How did you get involved in? Open-ended questions are incredibly valuable to the sales process (as long as you listen). They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility. As a sales professional, its very important to have a repertoire of powerful open-ended questions questions that are answered by more than a simple yes or […]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[12],"tags":[735,269,668,473,729,685,261,90,461,574,487,507,182,327,293,162,242,440,288,248,720,722,716,717,462,471,514,549,224,445,496,550,325,120,252,551,725,727,726,459,683,679,731,517,719,575,622,621,183,555,651,652,681,680,730,682,116,117,483,600,548,570,547,527,678,684,674,677,676,675,672,670,671,669,667,592,653,566,718,673,723,571,654,660,657,659,658,655,34,650,572,567,569,568,553,552,701,691,695,692,698,687,697,693,699,689,700,702,696,690,688,694,706,598,705,708,593,591,710,707,594,703,711,597,709,704,585,595,596,589,590,586,588,587,599,644,645,199,56,565,577,576,580,581,582,583,584,721,712],"yst_prominent_words":[1458,1368,1127,1456,1455,821,1099,1173,1459,1454,1463,1182,1461,1452,1024,1460,1453,1462,1457],"amp_enabled":true,"_links":{"self":[{"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/posts\/1177"}],"collection":[{"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/comments?post=1177"}],"version-history":[{"count":1,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/posts\/1177\/revisions"}],"predecessor-version":[{"id":1178,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/posts\/1177\/revisions\/1178"}],"wp:attachment":[{"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/media?parent=1177"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/categories?post=1177"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/tags?post=1177"},{"taxonomy":"yst_prominent_words","embeddable":true,"href":"https:\/\/www.dolphinsgroup.co.ke\/dolphins_training\/blogging\/wp-json\/wp\/v2\/yst_prominent_words?post=1177"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nNo prompting.<\/strong>
\nNo interrupting.<\/strong><\/p>\n
\nWhat are your expectations\/ requirements for this product\/ service?
\nWhat process did you go through to determine your needs?
\nHow do you see this happening?
\nWhat is it that youd like to see accomplished?
\nWith whom have you had success in the past?
\nWith whom have you had difficulties in the past?
\nCan you help me understand that a little better?
\nWhat does that mean?
\nHow does that process work now?
\nWhat challenges does that process create?
\nWhat challenges has that created in the past?
\nWhat are the best things about that process?
\nWhat other items should we discuss?<\/p>\nQualifying<\/h3>\n
\nWhat is your timeline for implementing\/ purchasing this type of service\/ product?
\nWhat other data points should we know before moving forward?
\nWhat budget has been established for this?
\nWhat are your thoughts?
\nWho else is involved in this decision?
\nWhat could make this no longer a priority?
\nWhats changed since we last talked?
\nWhat concerns do you have?<\/p>\nEstablishing rapport, trust & credibility<\/h3>\n
\nWhat kind of challenges are you facing?
\nWhats the most important priority to you with this? Why?
\nWhat other issues are important to you?
\nWhat would you like to see improved?
\nHow do you measure that?<\/p>\n","protected":false},"excerpt":{"rendered":"