| Someone once identified over 30 categories of | | | | those answers you will find a wealth of |
| questions one could ask. After reading that | | | | information. An important fact for you to |
| statement, my question was; how could anyone | | | | remember is the most successful salespeople will |
| track that many types and how could they track | | | | ask an open question eight times more than a |
| all the responses to those questions. | | | | closed question. |
| Call me conservative, but I think we can settle on | | | | 3) Closed questions. The closed question is often |
| just four broad categories and then by carefully | | | | thought of as the opposite of the open-ended |
| utilizing the questions, find almost any information | | | | question. This in not entirely correct. While the |
| needed to be successful at Retail Sales. Those | | | | closed question does not adept itself to answers |
| four broad categories are Rapport-building, | | | | of many words, the closed question will give very |
| open-ended, closed, and finally the non-question | | | | specific information. Closed questions are used to |
| question | | | | narrow down the conversation, to focus on |
| Let's look at each type in some detail: | | | | specific information and to help close the sale. |
| 1) Rapport-building question: Rapport is one of the | | | | 4) Finally the non-question question. Although |
| most important components of unconscious | | | | people have used this technique for ages, most |
| human interaction. It can be thought of as, being | | | | people do not consciously think about this being a |
| in "sync" or being on the same wavelength as the | | | | question. The beauty of this is, since it does not |
| person you are talking to. Rapport simply means | | | | come across as a question, it puts the other |
| making the other person feel comfortable with | | | | person at ease. Simply put, a non-question is a |
| you. As you know, selling is based mainly on two | | | | statement filled with language that doesn't end |
| concepts. Those concepts are trust and liking | | | | with a question mark. Confusing? Perhaps an |
| someone. When you are building rapport, you are | | | | example is in order: "It will help me to know you |
| doing both. Remember the first words your | | | | better if you can tell me where you will be using |
| customer hears from you will likely set the tone | | | | this product." Another example could be when |
| for the remainder of the sales presentation. Take | | | | interviewing someone for a job. You might say, |
| a few moments to make your customer feel at | | | | "Think of a time when you had several deadlines |
| ease. It will pay big dividends in your career. | | | | due and then tell me exactly what you did." Try |
| 2) Open-ended questions. The open-ended | | | | using the non-question question; you will be |
| question is the King of all questions. These are | | | | pleased with the results. |
| questions that cannot be answered in just a few | | | | There you have it, four proven types of |
| words and that's the beauty of them. The | | | | questions that are winners. Use them carefully in |
| open-ended questions allow the customer to talk, | | | | your sales presentation and watch your close |
| to open up, and give you some real nuggets of | | | | ratio improve. |
| information. Listen carefully to the answers, within | | | | |