| This is my 8th article of 20 on closing sales and | | | | Use closed ended questions to get shorter, direct |
| Becoming An All-Star Sales Person. This one | | | | answers to move your prospect along and to |
| continues our discussion regarding probing. Last | | | | guide your prospect to reach conclusions you'd |
| time, we discussed the four different ways to | | | | like him to have. You can, of course, mix using |
| probe or ask questions - open-ended, | | | | closed ended and open ended questions as |
| closed-ended, "I'm wondering," and the question | | | | appropriate. |
| mark question. Today, we're going to focus on | | | | As with asking open ended questions, remember |
| closed-ended questions. | | | | to respond in a sincere way. You don't want to |
| Closed-ended questions are effective when you | | | | ask one question after another. That can be quite |
| want to get a limited or specific response. For | | | | annoying. So give a nurturing response at least |
| example, are you in favor of the new healthcare | | | | every few questions. For example, "Oh that's |
| laws that are in effect? The answer is either yes | | | | very good." Most people I talk to feel that way. |
| or no. Whereas an open ended question would be, | | | | Relate to the person you're speaking to. |
| "What do you think of the new healthcare laws | | | | What you've just done, you've learned how to |
| that are in effect?" | | | | add to your questioning techniques to get more |
| Here are some more examples of closed ended | | | | direct brief answers and guide your prospect and |
| questions: Do you think Brazil will come through | | | | yourself to his better understanding of his needs. |
| for the Olympics? Do you prefer red or black? | | | | Use this principle professionally or personally and |
| Both of these cases limit the kind of answer that | | | | get along better with everyone you know. |
| you'll receive. | | | | |