Why Ask Questions?


Questions can be an important component of the sales process. They help get the customer to give you information as well as think about the issue being discussed. Questions enable the salesperson to gain enough information to make an effective assessment of how to try and close the customer. Questions are a quick way to determine what the customer’s primary problem areas is.

Your questions should never be structured so they leave the customer feeling bad or defensive. The salesperson will want to ask questions in a way that connects with the customer. Open questions allow room for the customer to express themselves and explain themselves. Closed questions ask for a specific response. Many times, they are forced choice type of question (“yes’ or “no”). Closed questions are best used when specific information is needed.