Open Ended Questions For Sales That Get You Outstanding Results Video Lecture | B2B Sales: Tips and Strategies

Hey, this is Ago.
And, today, I am going to talk about open-ended
sales questions.
In fact, I am going to share with you my top
five favorite open-ended sales questions that
I personally use in meetings, all the time.
So, here's one thing that if you are a client
of mine you have probably heard me say, the
quality of your sales is dictated by the quality
of your conversations.
The quality of your conversations depends
on the quality of your questions.
Questions are tremendously important.
Questions are far more than just a means of
getting information.
They are means of getting context They are
a means of connecting with the buyer.
They are a means of building trust.
They are means of advancing the relationship.
And, they are a means of making you look like
a smart person who knows what they're doing.
You can get all that done, and more, by asking
the right questions.
Now, one of my favorite questions that I like
to start off early in the conversation is
a question, is this one.
"Imagine we were sitting down exactly one
year from now, what would be different?
What would've changed?"
The second question I love asking is, "If
you could instantly eliminate your major number
one headache, or problem, what would that
be?
And, why?"
Now, let's imagine we are a little bit further
down the process and we are talking about
how we might be able to help that client.
I'll put out a question something along the
lines of, "Think of your number one performer.
Think of your best seller.
Think of your rainmaker.
What would he or she be doing differently
six months from now based on the work we've
done together?"
And think about the impact that a question
like that has on your client.
How they start thinking about how their best
performer can get even better, as a result
of the work you will be doing together.
Think how powerful that is.
When I am trying to get a sense for, not just
how we might be able to help them, but, you
know, what kind of things we should be focusing
on.
I will ask them, "What is the number one opportunity
that you see to create change or improvement,
right now?
What's the number one thing that absolutely,
positively has to change that would have the
biggest impact?"
And then, finally, and it may sound similar
to the previous question but it's a little
bit different is, "What is the number one
thing that your people, your team, your company,
your sales force, would need right now in
order to become more successful?"
So, there you go.
Five questions you can start using tomorrow.
I hope you took notes.
Here's a tip, when you ask those questions,
two things.
Number one is don't be afraid to use silence
to your advantage.
When you're in the room, make sure that when
you ask a question, you give your buyer sufficient
opportunity to think things through and to
respond to your question.
Don't jump in.
Let them finish.
Let them finish.
Even if there's five seconds, ten seconds,
sometimes, of pause, let them finish.
The second thing I want to say about this
is these questions are only the start.
Once you get your buyer to open up, once you
get the person in front of you to talk about
their number one vision or their number one
thing that needs to change moving forward,
ask follow up questions.
Ask questions like, "Why?
How?
By when?
Why would it matter?
What would the impact be?
Why would you want to do this?"
Those are great questions to follow up.
Maybe I will do another video on those in
the future.
For now, here are five questions that you
can use right now to go out, and to generate,
and develop more business.
Hopefully, this was useful.
Leave a comment.
I always love comments here, on YouTube, or
on the blog.
So, leave a comment.
If you have tried it, and see what results
you got.
I hope to see you in another video.
See you soon.
Bye.