Open vs. Closed questions

During some recent coaching sessions the use of open questions has been a big topic.

Several individuals (after weaving more open questions into their sales dialog) mentioned how much more info they are getting from prospects and customers.

The message is: Don't sell yourself short by asking closed questions.
Listed below are a few examples of how probing questions are typically asked. Below those examples are suggested ways to turn those closed questions into open questions.

This stuff really works.
If you currently ask more closed than open questions, put a post-it on you monitor frame with "Open Questions" or "How, What, Why Questions" as a reminder.


Closed Questions; 50/50 shot of getting a "No" - hate those odds
"Is there anything you are looking to buy today?"
"Can I help?"
"Do you have any new projects/requirements coming up?"
"Do you have any needs?"


Open Questions; forces more than Yes/NO responses - love those odds
"How can I help?"
"What new projects/requirements coming up?"
"What are your current needs for XYZ?"

Examples of Open questions by subject:

Information gathering:

• What prompted you/ your company to look into this?
• What are your expectations/ requirements for this product/ service?
• What process did you go through to determine your needs?
• How do you see this happening?
• What is it that you'd like to see accomplished?
• With whom have you had success in the past?
• With whom have you had difficulties in the past?
• Can you help me understand that a little better?
• What does that mean? How does that process work now?
• What challenges does that process create?
• What challenges has that created in the past?
• What are the best things about that process?
• What other items should we discuss?

Qualifying:

• What do you see as the next action steps?
• What is your timeline for implementing/ purchasing
  this type of service/ product?
• What other data points should we know before
  moving forward?
• What budget has been established for this?
• What are your thoughts?
• Who else is involved in this decision?
• What could make this no longer a priority?
• What's changed since we last talked?

Rapport, trust & credibility:

• How did you get involved in?
• What kind of challenges are you facing?
• What's the most important priority to you with this? Why?
• What other issues are important to you?
• What would you like to see improved? How do you measure that?

Let's dial for dollars!

Keep it simple - sales is about closing deals

There are few jobs out there that allow you to control your work, your income and your future.
But if you're in a commission sales job - this is one of them.

However, your job is what you make of it, just like your life.
If you let opportunities pass, nothing is going to change for you.
Guess what, opportunities don't come knocking on your door.
You'll have to take control and make it happen.

A sales job requires you to cold call, warm call, build relationships and close deals.
That's what we're all about.
Don't let this opportunity to build your future slide.
Needless to say that making enough calls comes with the job's responsibility, but it's crucial to realize that YOU are in the driver's seat.

Here are some do's and don'ts:
- Do make 20 calls in a row before getting up from you chair to get a coffee. Concentrate.
- Do practise your pitch, use a mirror at home, or ask a colleague to run through your pitch with you
- Do make it simple - ask yourself if you would do business with someone that sounds the way you do. If not, change your behavior.
- Do set up your calling list in advance. Good preparation is part of any great achievement.
- Do plan your quotes and e-mails between 8-9 am / 12-1 pm / 5-7 pm, and don't use up time that is perfect for making calls
- Do set your targets, whether they be materialistic, personal development, or just sales targets, and chase them
- Do reward yourself when you hit your milestones - don't set milestones too far out
- Be realistic about where you are and listen to what others have to offer, you're never too old to learn

- Don't expect other people to do it for you, deals are closed only by you - you're the salesman
- Don't overcomplicate this job - it's sales - you should be speaking with clients
So...don't pretend you're busy writing e-mails or quotes, BE busy calling and write your e-mails at the end of your day
- Don't think you're doing well if you have made your minimum targets - look up, and take the best as your example
- Don't let yourself be lazy, discipline is a great thing, and it feeds from people's success. You have an obligation to yourself (and your family) to be the best you can be.

Let's make it happen. The opportunity is right in front of us. This is not a carrot, it's the real thing! Now, today, and every day, you have the opportunity to make it happen. Take it while the opportunity is there -

Let's dial for dollars!

How to genuinely enjoy cold calling - Part 5

5. Let Go of Expectations, but be prepared to win

Never assume anything beforehand.
Allow the conversation to be one of exploration and discovery.
Stay focused on the dialogue instead of any private agenda.
Determine whether it makes sense to continue the conversation by truly listening.

Never presume your prospect should buy what you have to offer, even when it seems they're a perfect fit. You are not calling to create a situation that is focused on your personal gain, but on helping the other person.

Simply have a conversation to explore whether you can help them in some way.
This takes pressure off both of you. You'll be more relaxed and they'll be more honest about where they stand.

However, be prepared to win. If you don't anticipate on a positive outcome, it will be exposed during your call implicitly. Be prepared to offer a win-win solution and you will come a long way.

Believe me, once you start applying these perspectives it will transform your day-to-day worklife. Instead of dreading cold calling, you'll anticipate the adventure of creating a situation where everybody wins.