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Why You Need To Know How To Ask Open Ended Questions | Gap Sell Keenan #3

Why You Need To Know How To Ask Open Ended Questions | Gap Sell Keenan #3

Gap Sell Keenan vor 5 Jahren

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20:40

Podcast

Gap Sell Keenan

74 Episoden

A REAL, LIVE sales call where a salesperson tries to Gap Sell Keenan their product or service.

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Watch Gap Sell Keenan Episodes:
https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

In this episode, I’m being persuaded to form a partnership with
this salesperson’s company. As the interview progresses, you can
see how to ask open-ended questions and why it’s so important to
be able to phrase those questions in the right way.

Asking questions is a crucial part of gap selling. You need to
figure out what the prospect’s problem is and where they want to
be going. Often, salespeople struggle to find a true problem to
solve.

During this interview, the seller asks me all sorts of questions
regarding my sales process in order to get me to form a
partnership. However, he never truly hones in on what it is he’s
there to solve. Knowing how to ask open ended questions that
pinpoint a problem is crucial. For example, we talked at length
about the problems that can arise between getting a verbal
agreement to sign and actually having the prospect sign the
deal.

Since part of what the seller was offering here was the ability
to improve the success rate during that period, he could have
asked me right away how many of my clients give me a verbal
agreement but then disappear and never sign the deal. With this
question, he would know right off the bat whether or not he can
solve my problem or if he should move on to find a different one.

By learning how to ask open-ended questions that get to the heart
of what it is you intend to solve, you can make your sales
interview much more effective. Even when trying to form a
partnership, asking the right questions can make or break your
ability to succeed.