From the course: Overcome Any Sales Objection Using Reframing
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Open and closed questions
From the course: Overcome Any Sales Objection Using Reframing
Open and closed questions
- Asking why and peeling the onion is important. But to really understand the frame your prospect is looking through, you need to understand the value of open questions. The question doesn't always need to start with why. I do believe that's the most powerful thing you can ask. But when you're searching for information and you need to understand something as broad as mindset, opinion, and perspective, the question almost always needs to be open. So just to remind you, closed questions are questions that can only result in a yes or no answer. They usually start with if, will, does, should, may, have, and so on. For example, if the product was cheaper, would you be interested? Will you be on the market soon? Does it need to come in blue? Have you got a budget set aside? Open questions are questions that won't result in a yes or no answer, and will then result in a more elaborate answer being given. These usually start…
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