Ask Close-Ended Questions Instead Of Open-Ended Questions True Or False Open Door Questions

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Open Door Questions

In our previous blogs, we talked about a good sales method called repetition. repetition a method we use, where we answer questions with questions, is designed to disarm the prospect and create confidence. When trust is built, you have a better chance of identifying the prospect’s pain point and making the sale. This blog is the last of our series on repetitionand shows you how to open doors you thought were closed.

Salespeople sometimes make the mistake of thinking they understand the motive behind a prospect’s question, and jump right into answering the question, only to find they’ve been set up. Smart prospects can use tricks like bait and test questions, designed to corner a salesperson. Here is an example:

Outlook: “Do your sensors have fast response times?”

Most vendors who sell sensors with fast response times respond arrogantly and quickly without thinking.

Saleswoman: “Yes, our sensors respond in milliseconds”.

Outlook: “Well, we don’t need an answer and don’t want to pay more for something we don’t need”.

Smiling slyly, the prospect knows they’ve just boxed the salesperson into a corner.

A well-trained Sandler expert, may ask a recurring question, such as:

Saleswoman: “Well, actually, that’s a good question. I don’t often get that question. Our sensors… please, tell me, do you need fast response times?”

This reverse response is called “start-stop back”. Do you notice the start-stop? Let’s break it down for you to see.

“Well, actually, that’s a good question (stroke). I can’t ask often. (another stroke) Our sensors (pauses – the salesman seems to answer but stops and asks another question) Please tell me (mitigating statement) Do you need fast response times?” (back question)

This technique comes across as spontaneous to the prospect and throw them in, but in fact, it is “prepared spontaneity”. This is another effective way to get prospects to loosen up and express some pain. This technique will also help you avoid the pitfalls that prospects may try to lure you in, throw you in a box, and keep you in the game. You still have a chance to make a deal.

An expert salesperson must analyze the prospect’s question to understand their true intent, before providing an answer. When you begin to master the techniques of change, you will do it without much thought, and will turn your hopes on trusting you and sharing the pain. If there is enough pain, and you have a solution, your sales numbers will increase dramatically.

These methods of change are very good, but be wise, and do not do them. When someone asks what time it is, you don’t have to say, “big question… why are you asking me that time?” It’s okay to just look at your watch and give them the correct time!

By the same token, if prospects ask the same question twice in a row, you should answer it. Do not try to reverse it again. If you do, you will destroy your bonding and rapport and may even make them angry. But (and this is a big but), if prospects ask the same question twice, you can and should reverse after you answer the question:

Saleswoman: “Our response times vary. We have sensors that respond in milliseconds and some have response times of up to 15 to 20 seconds. Can you tell me why you’re asking?”

repetition is a powerful sales technique that will help you uncover the pain points of your prospect. Make sure to only use it when you feel safe with the prospect and you’ve built rapport and rapport. input repetition into your sales tool box and you’ll have an effective technique to help your prospects reverse their pain. And as you know, disease leads directly to CASH.

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