Open Ended Questions To Ask Customers

Open Ended Questions To Ask Customers  - The Right Questions


Understanding exactly what questions to ask and ways to ask them at the proper time of which person is essential to know the right open ended questions to ask customers.  Do this and you will take your business/sales to the next level. However, when, and exactly what questions do we ask and of whom?  We have to come from a place of sincere curiosity. Those of us that have kids understand the curiosity they have as we are getting drilled with concern after question, but we lose that curiosity as we get older. Why is that? The following is more of a strategy than an article on open ended questions to ask customers with practical actions to take afterward instead of a blog post, based on my 25 plus years in the field, over the phone and online. I have actually learned what works and exactly what doesn't and you will benefit from my multiple failures so you do not have the repeat the exact same errors. In the following, you will discover how to ask about concerns of the ideal individuals in the right role and ways to ask them. Any questions? Ask in the remark area below.


Open Ended Questions To Ask Customers  - To Grow Sales


There are lots of concerns that are generic in nature or that can be quickly customized for your particular conversation. Here are some permeating and effective sales open ended questions to ask customers that will help you identify the true challenges of your customer/prospect.

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We've discovered numerous trends occurring in your market lately. The two that stick out the most are ... How are these impacting you and your business?  When I was doing some research, I observed that your business is ... What development are you making on that initiative?
These types of questions reveal that you have done your homework and top executives value that. Questions like this also show that you know exactly what is taking place in the company in addition to a particular market.

Are you targeting a certain business? Sign up for Google News Alerts - it's still available, Twitter, and/or follow them on LinkedIn, Facebook.  Search on Google, Bing, and Yahoo.  There is a good chance you might encounter information that can activate a fantastic question.

Open Ended Questions To Ask Customers - Specfic Questions

What goals are looking to attain this quarter?
How do those targets compare within 2016's results?
What, if anything, is preventing you from accomplishing these objectives?
Nevertheless, do NOT start your conversation with concerns like this. You need to earn the right to ask, particularly if you do not have a recognized relationship. It is very important to show your know-how, market knowledge, and understanding of your client's/ prospect's organization and/or company. Do your research before the meeting. Research, prepare and draw up open ended questions to ask customers based on your goal for the meeting.

The higher up in an organization you sell, the more crucial it is to ask these types of concerns merely due to the fact that executives are utilized to asking-- and answering-- hard concerns.  This is essential for the right open ended questions to ask customers 

Open Ended Questions To Ask Customers - Going Negative 

What are 3 of the greatest mistakes being made by ...?
What difficulties are you experiencing with ...?
What 2 problems are providing you the most grief or taking up the majority of your time?

The Right Open Ended Questions To Ask Customers - Let's Get Specific

Presuming you have your customer's/ prospect's attention, you can move the sales to the next step by directing your open ended questions to ask customers in specific areas once you have an over view of the problem or challenges.  

For examples after asking broad open ended questions to ask customers, the next action is to figure out the impact of the problem. Drilling down ... You can do that by asking:

Open Ended Questions To Ask Customers - Where Do They Want To Go

What is the perfect outcome you want to see or experience?
How does this compare to your existing outcomes?
You discussed that you wish to enhance staff member morale and/or lower cost with this effort. Can you inform me exactly what that looks like?
You have mentioned that you wish to decrease cost and boost performance. How will you know that you have been successful?

That suggests you need to be prepared with open ended questions to ask customers to address these concerns.

Will it increase efficiency? Will it minimize overall expenses? Will it decrease time and documentation? How will it be accepted by others in the business? Will it enhance morale? Will it conserve cash? Will it make them look great?


Open Ended Questions To Ask Customers - Additional Ways To Drill Down - Find Out The Truth

What impact is that having on your company?
What is this problem costing you in terms of (loan, profit, market share, customer commitment, time to market, etc.)?
Exactly what will take place if you don't act?
How will that affect your business?
How does that impact purchasing?
How does that affect production?
How does that affect You personally?

Open Ended Questions To Ask Customers 

It is vital to comprehend that organization people do not make purchasing decisions based upon our ability to gush out product/service details. Rather, they want to know exactly what result they can expect. Simply puts, your prospect/customer wants to know how your service will affect production, them and/or the bottom line.  No matter what business you are working with... ultimately it comes down to the people and understanding their problems and challenges on a deep level.  Only then can you provide the right solution. 

To learn more about the right open ended questions to ask customers increase sales with current customers.  Register for our free MasterClass.  Mastery of Selling B2B for The Small Business. Space is limited.  Register now.