If your question can be answered with a ‘YES’ or a ‘NO’, it’s NOT an “Open Ended” question.

From the answers you get to your questions, if you pay attention to the other person, you’ll notice that they relax, tell you a lot of personal information about themselves, get real talkative and at the end even thank you for your time.

Asking questions and listening go hand in hand.

Listening makes you appear smart and you become smarter as you learn more about them.
The most successful salespeople are good listeners.

You want to discover 3 things before talking about your business and solution:

1. Is there a problem that can be solved by working with you?
2. Do they have a need and desire to change?
3. Do you have the right solution for them?

Ask simple questions to learn more about everyone.

1. Is there a problem that can be solved by working with you?
2. Do they have a need for your products?
3. Do they currently use similar products?
4. Are they interested in making more money?

The degree to which a person’s motivation and commitment to change is in direct proportion to the amount of discomfort they feel about their present situation will determine their openness to your possible solution.