closing sales probe using closedended

This is my 8th article of 20 on closing sales and Becoming An All-Star Sales Person. This one continues our discussion regarding probing. Last time, we discussed the four different ways to probe or ask questions - open-ended, closed-ended, "I'm wondering," and the question mark question. Today, we're going to focus on closed-ended questions.Closed-ended questions are effective when you want to get a limited or specific response. For example, are you in favor of the new healthcare laws that are in effect? The answer is either yes or no. Whereas an open ended question would be, "What do you think of the new healthcare laws that are in effect?"Here are some more examples of closed ended quesions: Do you think Brazil will come through for the Olympics? Do you prefer red or black? Both of these cases limit the kind of answer that you'll receive.Use closed ended questions to get shorter, direct answers to move your prospect along and to guide your prospect to reach conclusions you'd like him to have. You can, of course, mix using closed ended and open ended questions as appropriate.As with asking open ended questions, remember to respond in a sincere way. You don't want to ask one question after another. That can be quite annoying. So give a nurturing response at least every few questions. For example, "Oh that's very good." Most people I talk to feel that way. Relate to the person you're speaking to.What you've just done, you've learned how to add to your questioning techniques to get more direct brief answers and guide your prospect and yourself to his better understanding of his needs. Use this principle professionally or personally and get along better with everyone you know.

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