Open questions to sell more according to consultative selling
Posted: Sun Jan 26, 2025 4:36 am
Are you specialized in B2B sales ? We are aware that, when it comes to selling complex solutions or those that affect a large part of the company, consultative selling is key. Therefore, from inaCátalog we bring you a list of types of open questions to sell more according to this type of marketing, following the FIND or SPIN selling methods (situation, problem, implication and need/benefit).
To put it into practice, you have to ask and listen namibia email list more than you talk. Because knowing what we ask or how we move towards our objective can give us the key to better understanding our client.
4 types of open questions to sell more
Below we show you examples of open questions for selling, classified according to the objective of what you want to know with their answer:
1. Questions to find out your client's current situation
These are the so-called situational questions, contextual questions or "fact questions" and they help us to get to know our client , the current situation of the company, its clients, its environment, competition, market, etc. The objective of situational questions is to gather facts, information and data, and they can be more or less incisive, for example:
How many clients do you have?
Who are your main competitors?
What are the most common complaints among your customers?
What are your weaknesses and strengths?
To put it into practice, you have to ask and listen namibia email list more than you talk. Because knowing what we ask or how we move towards our objective can give us the key to better understanding our client.
4 types of open questions to sell more
Below we show you examples of open questions for selling, classified according to the objective of what you want to know with their answer:
1. Questions to find out your client's current situation
These are the so-called situational questions, contextual questions or "fact questions" and they help us to get to know our client , the current situation of the company, its clients, its environment, competition, market, etc. The objective of situational questions is to gather facts, information and data, and they can be more or less incisive, for example:
How many clients do you have?
Who are your main competitors?
What are the most common complaints among your customers?
What are your weaknesses and strengths?