Closed questions is the type you usually want to avoid. It’s the big ‘No, no’. The reason for this is that the customer can answer to them with a “no”. So closed questions is the direct opposite to open questions. Here are some examples of closed questions:
“Can we agree on this?”
“Do you think it sounds good?”
“Do you have time to talk?”
As you see, by using this type of questions you give the customer the opportunity to say no, and you might move yourself into a corner and might become a hinder for your sales. Even though this is the case, many sales people use closed questions as the main type of question in their sales.
Here’s todays task for you:
- Is this your main type of question? If it is – you’ve spotted some big potential. In your next sales meeting try to count the number of closed questions you ask. After you’ve done this set a goal on how many you want to decrease per week until you are satisfied.
If you do choose to use the closed question you need to be prepared to handle whatever comes out of that. But that’s another blog post. Let’s come back to that later.