Every sales rep must ask open-ended sales questions to the prospects because it will help you understand the prospect and his needs better.
These questions will force prospects to speak up about their needs and pain points that will help sales reps to present the solution which prospects cannot say no to.
Also, these questions build rapport and engagement between a rep and a prospect.
Below are 42 open-ended sales questions that sales reps should ask to their prospects and customers.
42 Open-Ended Sales Questions
A. Needs analysis questions
1. What does this product mean to you or your company?
2. Which product are you using now and why are you using it?
3. What’s preventing you from reaching your goals?
4. What are some problems that you are looking to solve?
5. What do you think about our offer?
B. Qualifying questions
1. What is your budget?
2. What do you think our next steps should be?
3. What are your top concerns?
4. If you had to, what would you emphasize regarding price, quality, and service?
5. What service level are you willing and comfortable paying for?
C. Objection based questions
1. What do you think about our product till now?
2. Can you tell me why you didn’t choose us earlier?
3. What budget do you have allocated for something like this?
4. What else would you like to talk about?
5. What other areas would you like to discuss moving forward?
D. Buyer history questions
1. What has your past purchase experience been with previous products/services?
2. When was the last time you bought a (product type)?
3. Are you satisfied with the service of your current provider?
4. What measures have you taken to fix your problems – if any – with your current solution?
5. Have you purchased anything from us before? If yes, what?
E. Finding their pain-point questions
1. What’s holding you back from meeting your goals?
2. What are the most important projects that you’re working on right now?
3. What are some challenges you’re looking to solve?
4. Why isn’t your particular solution and/or process working for you?
5. What goals do you hope to accomplish in the short-term and long-term?
F. Benefit-driven questions
1. How much time do you spend in follow-up with leads?
2. If this problem remains unsolved, how will it affect business in the future?
3. If you could implement these changes, how would it affect your competitiveness in the market?
4. How would your board of directors react if you could overcome this challenge?
5. If you could solve these problems, how would it impact you personally? What would it mean to overcome this challenge at a personal level?
G. Rapport building questions
1. What’s going on in your business these days? How have things changed?
2. What motivated you to take this call with me?
3. What have I not covered that you would like to know more about?
4. What concerns do you have about making changes in this area?
5. At this appointment, what needs to happen to make it worth your time today?
H. New reality questions
1. What would you want to achieve in the next year by making this change?
2. If you were to describe your situation in three years, what would you want to be different than what you have today?
3. Given all we’ve talked about, what do you see as being different if we were to move forward together?
4. How do you think changing this area could improve your day-to-day work?
5. You mentioned you’re not having a great experience with your current provider. If you work with us, what are you hoping will be different?
I. Product related questions
1. Can you explain the weaknesses or challenges you’ve found in our product/service so far?
2. What can we do to earn your business for another year?
If you goal is to close more deals then you need to ask these questions to your prospects.
Also, these sales questions are important for your sales success because it helps you to connect with the prospects personally, understand their needs and pain points and provide them with a solution that can help them to overcome the problems they are facing.
So, the importance of asking right sales questions cannot be understated.