Closing The Sale - Closed-Ended Probing
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This is my 8th article of 20 on Closing Sales and Becoming An All-Star Sales Person. This one continues our discussion regarding probing.
Last time, we discussed the four different ways to probe or ask questions-open ended, closed ended, "I'm wondering," and the question mark question. Today, we're going to focus on closed-ended questions.
Closed-ended questions are effective when you want to get a limited or specific response. For example, are you in favor of the new healthcare laws that are in effect? The answer is either yes or no. Whereas an open-ended question would be, "What do you think of the new healthcare laws that are in effect?"
The following are more examples of closed-ended questions: Do you think Brazil will keep its commitments for the Olympics? Will you pick red or black? Note that you can only get either yes or no, or red or black as answers to these questions.
Use closed-ended questions to receive answers that tend to be short and direct. These kinds of answers move your prospect along and help you guide him to the conclusions you would like him to have. You can also mix or alternate using closed-ended and open-ended questions as appropriate.
As with asking open-ended questions, remember to respond in a sincere way. You don't want to ask one question after another. That can be quite annoying. So give a nurturing response at least every few questions. For example, "Oh that's very good." Most people I talk to feel that way. Relate to the person you're speaking to.
What you've just done, you've learned how to add to your questioning techniques to get more direct brief answers and guide your prospect and yourself to his better understanding of his needs. Use this principle professionally or personally and get along better with everyone you know.
If you've enjoyed this article and would like to read all 20 of our series on Closing Sales and Becoming an All-Star Sales Person, visit my blog at www.stanleyfidel.com/blog for access to all the articles. If you enjoy watching videos on these kinds of selling skills, just go to my website www.stanleyfidel.com/free and you'll get a link to the entire series, absolutely free. Goodbye and good selling.
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