I see something is bothering you. How can I help?
Posted: Sat Jan 18, 2025 6:18 am
Tell us what you are not satisfied with, and together we will choose the most suitable option.
Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
Download for free and implement today:
Step-by-step guide chinese student data package to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
pdf 8.3 mb
doc 3.4 mb
Already downloaded
153318
Turning open questions into closed ones
The difference between open and closed questions is often imperceptible. It is not without reason that studies of the latter essentially examine the former. It is difficult to understand at first, but in reality everything is simple and familiar. Any closed question that scares off a client easily turns into an open one, which develops communication in the right direction. Compare the businesslike: "Do we arrange delivery?" with the open form: "To what address should the order be delivered?", "At what time should the purchase be delivered?"
The following four simple steps will make the new salesperson a thoughtful, successful, psychologically prepared sales professional. Use the diagram:
You have an idea, write it down.
Verbally formulate the idea in the form of a closed question.
“Turn over” the question so that it becomes open-ended and requires a detailed answer.
Come up with several variations of an open-ended question to find the most motivating one that will encourage the client to buy.
We offer a training table for beginners. Task: by analogy with the example, write at least ten constructions "idea - closed - open - selling open question":
Idea, suggestion Closed question (the simplest) Open question (the simplest, most logical) Best open-ended question (selling)
The customer is unhappy with the delivery times of his supplier Are you completely satisfied with your supplier? What are you not satisfied with in the work of your supplier? What do you consider to be the most important thing in the supplier’s work, what needs to be improved, and what should be left as is?
Your options…
The essence of alternative questions
The system of closed and open questions is not limited to these two types. There are also alternative questions that can also be closed and open. Such a question can work as a closed question and limit the customer's choice. Sometimes the buyer is offered only those options that are beneficial to the seller. Questions about the method of communication, delivery times and others related to the convenience of the consumer are simply ignored.
But alternative questions also have big advantages, facilitating communication and speeding up decision-making on the part of the client. The buyer is offered several specific logical options: he does not need to rack his brains, to figure out. For example, filters when ordering food products are always built on alternative questions "either - or".
Alternative questions, like closed ones, are more suitable for websites. But in the process of live communication, sellers offering an alternative often lose, since they offer to choose according to the principle of "the least evil". People are uncomfortable obeying an algorithm invented by someone.
It seems that alternative questions are more pleasant than closed ones and more convenient, easier than open ones, but in fact, the seller secretly manipulates the client, putting him before a tough choice. The buyer feels and understands that this is an imitation of choice, and it is always in favor of the seller. In order to win the client's trust, you should take into account his vital interests on an equal basis with your own. For example, in the b2b system, the consumer will not be satisfied with strict time frames. Successful sales is to offer a truly wide choice that suits a wide variety of buyers.
Recommended articles on this topic:
Selling price list: 5 marketing tricks + 10 tips for design
Cross-marketing: 5 examples and 8 mistakes
Examples of Marketing Strategies from Apple to Barack Obama
Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
Download for free and implement today:
Step-by-step guide chinese student data package to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
pdf 8.3 mb
doc 3.4 mb
Already downloaded
153318
Turning open questions into closed ones
The difference between open and closed questions is often imperceptible. It is not without reason that studies of the latter essentially examine the former. It is difficult to understand at first, but in reality everything is simple and familiar. Any closed question that scares off a client easily turns into an open one, which develops communication in the right direction. Compare the businesslike: "Do we arrange delivery?" with the open form: "To what address should the order be delivered?", "At what time should the purchase be delivered?"
The following four simple steps will make the new salesperson a thoughtful, successful, psychologically prepared sales professional. Use the diagram:
You have an idea, write it down.
Verbally formulate the idea in the form of a closed question.
“Turn over” the question so that it becomes open-ended and requires a detailed answer.
Come up with several variations of an open-ended question to find the most motivating one that will encourage the client to buy.
We offer a training table for beginners. Task: by analogy with the example, write at least ten constructions "idea - closed - open - selling open question":
Idea, suggestion Closed question (the simplest) Open question (the simplest, most logical) Best open-ended question (selling)
The customer is unhappy with the delivery times of his supplier Are you completely satisfied with your supplier? What are you not satisfied with in the work of your supplier? What do you consider to be the most important thing in the supplier’s work, what needs to be improved, and what should be left as is?
Your options…
The essence of alternative questions
The system of closed and open questions is not limited to these two types. There are also alternative questions that can also be closed and open. Such a question can work as a closed question and limit the customer's choice. Sometimes the buyer is offered only those options that are beneficial to the seller. Questions about the method of communication, delivery times and others related to the convenience of the consumer are simply ignored.
But alternative questions also have big advantages, facilitating communication and speeding up decision-making on the part of the client. The buyer is offered several specific logical options: he does not need to rack his brains, to figure out. For example, filters when ordering food products are always built on alternative questions "either - or".
Alternative questions, like closed ones, are more suitable for websites. But in the process of live communication, sellers offering an alternative often lose, since they offer to choose according to the principle of "the least evil". People are uncomfortable obeying an algorithm invented by someone.
It seems that alternative questions are more pleasant than closed ones and more convenient, easier than open ones, but in fact, the seller secretly manipulates the client, putting him before a tough choice. The buyer feels and understands that this is an imitation of choice, and it is always in favor of the seller. In order to win the client's trust, you should take into account his vital interests on an equal basis with your own. For example, in the b2b system, the consumer will not be satisfied with strict time frames. Successful sales is to offer a truly wide choice that suits a wide variety of buyers.
Recommended articles on this topic:
Selling price list: 5 marketing tricks + 10 tips for design
Cross-marketing: 5 examples and 8 mistakes
Examples of Marketing Strategies from Apple to Barack Obama