Keep it Open

During a demo, you’ll hear a lot of sales people asking close ended questions like (1) ‘Do you find this tool helpful?’ Or (2) ‘Do you think you would use something like this?’ Although you can still get a sale from asking these types of questions (assuming people actually find value in your product), these questions are not nearly as strong nor as powerful as open ended questions.  As an example, I’d replace question (1) with ‘How does this compare to your current process?’ I’d replace question (2) with ‘Where do you think this could fit within your process?’ More thoughtful, open ended questions call for genuine conversation, allowing the prospect to actually sell themselves!

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