What Is The Difference Between Open-Ended And Closed-Ended Questions Customers Love To Buy, But Hate To Be Sold

You are searching about What Is The Difference Between Open-Ended And Closed-Ended Questions, today we will share with you article about What Is The Difference Between Open-Ended And Closed-Ended Questions was compiled and edited by our team from many sources on the internet. Hope this article on the topic What Is The Difference Between Open-Ended And Closed-Ended Questions is useful to you.

Customers Love To Buy, But Hate To Be Sold

If you want to insult your friends, just ask, “Who sold you that jacket?”

Want to complement them? You can, with a slight change of emphasis: “Where did you buy that jacket?

The implication is clear. If you ended up with something ugly or inappropriate, you couldn’t have been in charge of your faculties; you were under the influence of a salesperson.

As a general rule, customers love to feel they’re buying, but they hate the pressures and connotations associated with being sold. Therefore, as a seller, if you can position yourself as being a resource, a helper, a guide, a consultant, an information sharer, then people will feel they’re voluntarily choosing your wares, and their degree of ownership of the process will be heightened, along with their overall satisfaction.

In practical terms, if they choose it, they’re less likely to return it. If it is foisted on them, it never fully becomes theirs, and you can have it back.

Also, they can take credit for having made a good decision, boast about how well they did to their friends, which will bring them back, and steer referrals your way.

How do we pull off this feat?

We do it by peppering our conversation with questions. There are four, basic types of questions every salesperson should have in his arsenal: open, narrow, closed, and leading.

An open question can be as simple as how are you? It opens the conversation, and while many folks will give a short, perfunctory answer, they can say anything and go anywhere with it.

“How are you holding up in this weather?” narrows the conversation, right away. Again, it can elicit a short answer or an elaborate one.

“Are you looking for a jacket?” is a closed question, and of course, it’s designed to ferret out a yes or no.

“That jacket looks great on you, don’t you think?” is a leading question. It is aimed at achieving a conditioned, knee-jerk reply such as “Yup.”

Each question type has its place in a sales conversation. The first two, open and narrow, tend to give the customer greater freedom, and they feel less constraining, inducing more of a “buying” feeling. The last two, closed and leading, are directive questions, and they feel more like we’re being sold, when we hear them.

Therefore, we want to avoid using them too early in the chat; otherwise, we can scare away the prospect. When it’s time to close the deal, however, we’ve earned the right to use more direct probes, having already gently guided the person along to that point.

In future articles I’ll explore related devices, such as “perfect questions(TM)”. These are so well thought out that they give a listener a wide berth, yet induce him to close himself!

Dr. Gary S. Goodman © 2005

Video about What Is The Difference Between Open-Ended And Closed-Ended Questions

You can see more content about What Is The Difference Between Open-Ended And Closed-Ended Questions on our youtube channel: Click Here

Question about What Is The Difference Between Open-Ended And Closed-Ended Questions

If you have any questions about What Is The Difference Between Open-Ended And Closed-Ended Questions, please let us know, all your questions or suggestions will help us improve in the following articles!

The article What Is The Difference Between Open-Ended And Closed-Ended Questions was compiled by me and my team from many sources. If you find the article What Is The Difference Between Open-Ended And Closed-Ended Questions helpful to you, please support the team Like or Share!

Rate Articles What Is The Difference Between Open-Ended And Closed-Ended Questions

Rate: 4-5 stars
Ratings: 9362
Views: 13678608

Search keywords What Is The Difference Between Open-Ended And Closed-Ended Questions

What Is The Difference Between Open-Ended And Closed-Ended Questions
way What Is The Difference Between Open-Ended And Closed-Ended Questions
tutorial What Is The Difference Between Open-Ended And Closed-Ended Questions
What Is The Difference Between Open-Ended And Closed-Ended Questions free
#Customers #Love #Buy #Hate #Sold

Source: https://ezinearticles.com/?Customers-Love-To-Buy,-But-Hate-To-Be-Sold&id=120918

Related Posts

default-image-feature

Fact-Finding Feeling-Finding And Tell-Me-More Are Not Questioning Formats Are You a Closet Mystic? Find Out If You Have Mystical Tendencies

You are searching about Fact-Finding Feeling-Finding And Tell-Me-More Are Not Questioning Formats, today we will share with you article about Fact-Finding Feeling-Finding And Tell-Me-More Are Not Questioning…

default-image-feature

Examples Of Non-Western Indigenous Healing Practices That We Might Question Creating a Culture of Solidarity, Encounter and Relationship In Laudato Si by Pope Francis

You are searching about Examples Of Non-Western Indigenous Healing Practices That We Might Question, today we will share with you article about Examples Of Non-Western Indigenous Healing…

default-image-feature

Etymology I Have Questions Coming Out The Yin-Yang About Yin Introduction to I – Ching

You are searching about Etymology I Have Questions Coming Out The Yin-Yang About Yin, today we will share with you article about Etymology I Have Questions Coming…

default-image-feature

Essential And Guiding Questions That Are Aligned With Lesson-Level Objectives Mass Media Literacy Reflections for Language Instructions

You are searching about Essential And Guiding Questions That Are Aligned With Lesson-Level Objectives, today we will share with you article about Essential And Guiding Questions That…

default-image-feature

Effective Questioning Techniques Wait Time Virtual Lesson One-On-One Session Are You Sure It’s Nicer to Give, Than to Receive? Search the Internet For Teens Involvement

You are searching about Effective Questioning Techniques Wait Time Virtual Lesson One-On-One Session, today we will share with you article about Effective Questioning Techniques Wait Time Virtual…

default-image-feature

Each Of These Statements About Open-Ended Questions Is True Except Defending Against False Allegations of Abuse – Defending Fathers

You are searching about Each Of These Statements About Open-Ended Questions Is True Except, today we will share with you article about Each Of These Statements About…