| Welcome to our 7th article on Becoming an | | | | prospect to speak at length to answer your |
| All-Star Sales Person. Today, we will discuss | | | | question. The best time to use open ended |
| probing and as J. Douglas Edwards once said, | | | | questions is when you want to get longer in-depth |
| "Questions are the Answer." | | | | answers or to learn what's important to your |
| There are four different ways to probe or ask | | | | prospect, what's a priority or to better |
| questions-1) open-ended, 2) close-ended, 3) the | | | | understand his areas of interest. |
| phrase, "I'm wondering," and 4) question mark | | | | Remember to respond, don't just ask one |
| questions. | | | | question after another. That's like giving someone |
| Today we'll focus on open-ended questions. Use | | | | the third degree. Give a nurturing response like, |
| open ended questions when you want to get an | | | | "That's interesting. Tell me more." |
| unlimited response. An example is, "What do you | | | | What you've just done, you've learned how and |
| think of our new healthcare laws?" Now, this is | | | | when to ask open ended questions to gain a |
| just an example. I never recommend using | | | | more in-depth understanding of your prospect's |
| politically oriented questions. | | | | wants and needs. This is going to help you later |
| Here are some more examples of open ended | | | | when it's time to make your presentation. |
| questions. What's important about that to you? | | | | Use this principle professionally or personally and |
| What makes that a priority? You're allowing your | | | | you'll get along better with everyone in your life. |