Types of questions–The basics

A. Broad open (uninfluenced) questions which leave direction of answer to the client

(WHAT, WHY, HOW, WHICH, WHO, WHEN, WHERE)

B. Progressive open  (influenced) questions which lead towards identifying specific needs and wants

(WHAT, WHY, HOW, WHICH, WHO, WHEN, WHERE)

C: Closed questions which pinpoint needs and wants precisely

The salesperson’s job is to make the customer think!

 Another dimension to questioning

–Fact—e.g. Where are your sites located?

–Opinion—e.g. What do you think of the quality of your products?

–Implication—e.g. How does that impact on your profitability

–Change—e.g.. How do you see that developing over the next few years?