EP Huddle #5
Asking open-ended questions in a business conversation is important. The purpose of asking these type of questions is to guide a thorough dialogue and generate valuable communication. You may have heard of open-ended and closed-ended questions.
Sometimes open-ended "questions" aren't actually questions though. They're opening sentences for moving the conversation into a new area of focus. And, sometimes these statements are leading and acknowledge information you already have. That's OK. The purpose of using this tactic is to get the other person to feel comfortable to share information and tell you what's happening on their end.
Here are a few examples of open vs. closed. Try to notice the difference and think about how responses can be different.
*Underlined phrases above will always lead to an open-ended question.
As a team:
Talk with your sales team and identify five reasons why you lose a sale. Those reasons should be viewed as opportunities to get better. Discuss what questions you can ask to better communicate during the buying process. If there are closed-ended questions, how can you make them more dialogue focused? If they are already open, how can you say them in a way that actually encourages conversation?
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