The right open-ended sales questions provide information you need
If you’ve been in sales for any length of time, you’re skilled at creating strong selling questions to ask. Many are probably deep, probing questions. You know it’s important to ask open-ended sales questions, too. The obejctive, of course, is to determine precisely what the person needs so that you can offer the proper solution.
These questions reflect the research you’ve done, and show that you have at least a basic understanding of the client’s business and industry.
Your goal during most, perhaps all, of those meetings is to get a sale. Fine enough. Sometimes you need to work a bit. On occasion a customer throws a juicy curve ball at you. It goes like this: The customer announces that he’d like to buy a certain product (down to the product number and details).