{"id":1987,"date":"2020-09-03T10:22:40","date_gmt":"2020-09-03T10:22:40","guid":{"rendered":"https:\/\/www.salezshark.com\/blog\/?p=1987"},"modified":"2023-09-27T10:32:57","modified_gmt":"2023-09-27T10:32:57","slug":"open-ended-questions-prospecting","status":"publish","type":"post","link":"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/","title":{"rendered":"How to Ask Open-Ended Questions While Prospecting"},"content":{"rendered":"<p>[et_pb_section fb_built=&#8221;1&#8243; _builder_version=&#8221;4.16&#8243; global_colors_info=&#8221;{}&#8221; theme_builder_area=&#8221;post_content&#8221;][et_pb_row _builder_version=&#8221;4.16&#8243; background_size=&#8221;initial&#8221; background_position=&#8221;top_left&#8221; background_repeat=&#8221;repeat&#8221; global_colors_info=&#8221;{}&#8221; theme_builder_area=&#8221;post_content&#8221;][et_pb_column type=&#8221;4_4&#8243; _builder_version=&#8221;4.16&#8243; custom_padding=&#8221;|||&#8221; global_colors_info=&#8221;{}&#8221; custom_padding__hover=&#8221;|||&#8221; theme_builder_area=&#8221;post_content&#8221;][et_pb_text _builder_version=&#8221;4.21.0&#8243; background_size=&#8221;initial&#8221; background_position=&#8221;top_left&#8221; background_repeat=&#8221;repeat&#8221; hover_enabled=&#8221;0&#8243; global_colors_info=&#8221;{}&#8221; theme_builder_area=&#8221;post_content&#8221; sticky_enabled=&#8221;0&#8243;]<\/p>\n<p>Open-ended questions cannot be answered with one-word answers; that\u2019s why these questions are asked for a purpose to begin a conversation. For example, if anybody asks you \u2018Where do you see yourself in the next five years?\u2019 The answer to this question that you give may vary from person to person, and every answer will have its own unique perspective that usually comes with a long conversation. If we talk about open-ended sales questions especially during the initial discovery calls with your promising buyers, play a vital role in building a bond of trust and rapport with them. It helps you to understand your buyers\u2019 needs &amp; expectations that eventually initiate a <a href=\"http:\/\/www.salezshark.com\">positive relationship.<\/a> Let us explore in detail how to as open-ended sales questions while prospecting.<img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-1992 size-full\" src=\"https:\/\/www.salezshark.com\/blog\/wp-content\/uploads\/2020\/09\/vector-illustration-colorful-dialog-speech-bubbles-with-icons-text_7280-13.jpg\" alt=\"Open Ended Questions\" width=\"626\" height=\"626\" \/><\/p>\n<h4><span class=\"ez-toc-section\" id=\"Start_framing_open-ended_questions\"><\/span>Start framing open-ended questions:<span class=\"ez-toc-section-end\"><\/span><\/h4><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_73 ez-toc-wrap-center counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #000000;color:#000000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #000000;color:#000000\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/#Start_framing_open-ended_questions\" title=\"Start framing open-ended questions:\">Start framing open-ended questions:<\/a><ul class='ez-toc-list-level-5' ><li class='ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/#If_you_asked_a_close-ended_question_then_open_it_at_the_end\" title=\"If you asked a close-ended question then open it at the end:\">If you asked a close-ended question then open it at the end:<\/a><ul class='ez-toc-list-level-6' ><li class='ez-toc-heading-level-6'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/#Listen_to_the_answers_of_open-ended_questions_actively\" title=\"Listen to the answers of open-ended questions actively:\">Listen to the answers of open-ended questions actively:<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-6'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/#1_What_are_the_major_objectives_of_your_business_at_present\" title=\"1. What are the major objectives of your business at present?\">1. What are the major objectives of your business at present?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-6'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/#2_What_decisions_youve_made_related_to_XYZ_situation_in_your_business\" title=\"2. What decisions you\u2019ve made related to XYZ situation in your business?\">2. What decisions you\u2019ve made related to XYZ situation in your business?<\/a><\/li><\/ul><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n\n<p><strong>\u00a0<\/strong>Before prospecting a buyer make a practice of framing<a href=\"https:\/\/www.salezshark.com\/blog\/sales\/sales-questions-sales-call\"> open-ended questions<\/a> by analyzing what sorts of questions you ask at the time of prospecting. This approach will help you in prospecting your buyers effectively and if you have a habit of asking close-ended questions then it will also help you to get rid of it, making you prospecting better.<\/p>\n<h5><span class=\"ez-toc-section\" id=\"If_you_asked_a_close-ended_question_then_open_it_at_the_end\"><\/span><strong>If you asked a close-ended question then open it at the end:<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h5>\n<p>If by any chance in hurry you asked any close-ended question to your prospect then you always have an option to follow it up with an open-ended one. Let\u2019s take an example if you asked your prospect \u201cDo you think this information is helpful to you?\u201d then you can end it up as an open-ended question by adding, \u201cIf yes, then how and if no, how.\u201d<\/p>\n<h6><span class=\"ez-toc-section\" id=\"Listen_to_the_answers_of_open-ended_questions_actively\"><\/span>Listen to the answers of open-ended questions actively:<span class=\"ez-toc-section-end\"><\/span><\/h6>\n<p>Only asking open-ended sales questions not enough for effective prospecting, you need to pay attention to the answers you receive in return from your prospects.<strong>\u00a0<\/strong>Try to analyze those answers, understand what your prospects want, and then pick the keywords out of those answers that help you further to frame more specific open-ended questions. In this way, you can make your prospect understand that you know what they want and they start looking at you as a trusted advisor.<\/p>\n<p>Let\u2019s look into a few examples of open-ended questions that you can ask your prospects:<\/p>\n<h6><span class=\"ez-toc-section\" id=\"1_What_are_the_major_objectives_of_your_business_at_present\"><\/span>1. What are the major objectives of your business at present?<span class=\"ez-toc-section-end\"><\/span><\/h6>\n<p>One of the most useful questions that can be asked by you during prospecting your buyer is, \u201cWhat are the major objectives of your business at present?\u201d Asking your prospect to share his\/her business objectives invites them to give a detailed view of their present state of the business. This information helps you to position your products and services as a solution that resonates with their objectives.<\/p>\n<h6><span class=\"ez-toc-section\" id=\"2_What_decisions_youve_made_related_to_XYZ_situation_in_your_business\"><\/span>2. What decisions you\u2019ve made related to XYZ situation in your business?<span class=\"ez-toc-section-end\"><\/span><\/h6>\n<p>Ask your prospects questions based on specific situations, how they managed in those situations, and how they came out to be successful in solving those issues. Ask them to share their success stories. These questions help you in analyzing what has recently gone well with your prospects and accordingly you can showcase your products and services.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Open-ended questions cannot be answered with one-word answers; that\u2019s why these questions are asked for a purpose to begin a conversation. For example, if anybody asks you \u2018Where do you see yourself in the next five years?\u2019 The answer to this question that you give may vary from person to person, and every answer will [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"Open-ended questions cannot be answered with one-word answers; that\u2019s why these questions are asked for a purpose to begin a conversation. For example, if anybody asks you \u2018Where do you see yourself in the next five years?\u2019 The answer to this question that you give may vary from person to person, and every answer will have its own unique perspective that usually comes with a long conversation. If we talk about open-ended sales questions especially during the initial discovery calls with your promising buyers, play a vital role in building a bond of trust and rapport with them. It helps you to understand your buyers\u2019 needs &amp; expectations that eventually initiate a <a href=\"http:\/\/www.salezshark.com\">positive relationship.<\/a> Let us explore in detail how to as open-ended sales questions while prospecting.<img class=\"aligncenter wp-image-1992 size-full\" src=\"https:\/\/www.salezshark.com\/blog\/wp-content\/uploads\/2020\/09\/vector-illustration-colorful-dialog-speech-bubbles-with-icons-text_7280-13.jpg\" alt=\"Open Ended Questions\" width=\"626\" height=\"626\">\n<h4><strong>Start framing open-ended questions:&nbsp;<\/strong><\/h4>\n<strong>&nbsp;<\/strong>Before prospecting a buyer make a practice of framing<a href=\"https:\/\/www.salezshark.com\/blog\/sales\/sales-questions-sales-call\"> open-ended questions<\/a> by analyzing what sorts of questions you ask at the time of prospecting. This approach will help you in prospecting your buyers effectively and if you have a habit of asking close-ended questions then it will also help you to get rid of it, making you prospecting better.\n<h5><strong>If you asked a close-ended question then open it at the end:<\/strong><\/h5>\nIf by any chance in hurry you asked any close-ended question to your prospect then you always have an option to follow it up with an open-ended one. Let\u2019s take an example if you asked your prospect \u201cDo you think this information is helpful to you?\u201d then you can end it up as an open-ended question by adding, \u201cIf yes, then how and if no, how.\u201d\n<h6><strong>Listen to the answers of open-ended questions actively:&nbsp;<\/strong><\/h6>\nOnly asking open-ended sales questions not enough for effective prospecting, you need to pay attention to the answers you receive in return from your prospects.<strong>&nbsp;<\/strong>Try to analyze those answers, understand what your prospects want, and then pick the keywords out of those answers that help you further to frame more specific open-ended questions. In this way, you can make your prospect understand that you know what they want and they start looking at you as a trusted advisor.\n\nLet\u2019s look into a few examples of open-ended questions that you can ask your prospects:\n<ol>\n \t<li>\n<h6><strong> What are the major objectives of your business at present?<\/strong><\/h6>\n<\/li>\n<\/ol>\nOne of the most useful questions that can be asked by you during prospecting your buyer is, \u201cWhat are the major objectives of your business at present?\u201d Asking your prospect to share his\/her business objectives invites them to give a detailed view of their present state of the business. This information helps you to position your products and services as a solution that resonates with their objectives.\n<ol start=\"2\">\n \t<li>\n<h6><strong> What decisions you\u2019ve made related to XYZ situation in your business?<\/strong><\/h6>\n<\/li>\n<\/ol>\nAsk your prospects questions based on specific situations, how they managed in those situations, and how they came out to be successful in solving those issues. Ask them to share their success stories. These questions help you in analyzing what has recently gone well with your prospects and accordingly you can showcase your products and services.","_et_gb_content_width":"","footnotes":""},"categories":[2],"tags":[],"class_list":["post-1987","post","type-post","status-publish","format-standard","hentry","category-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Ask Open-Ended Questions While Prospecting - Salezshark Blogs \u2013 Check out our blogs to get the expert views on CRM, Database, Sales and Marketing Automation topics, trends and advices<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salezshark.com\/blog\/open-ended-questions-prospecting\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Ask Open-Ended Questions While Prospecting - Salezshark Blogs \u2013 Check out our blogs to get the expert views on CRM, Database, Sales and Marketing Automation topics, trends and advices\" \/>\n<meta property=\"og:description\" content=\"Open-ended questions cannot be answered with one-word answers; that\u2019s why these questions are asked for a purpose to begin a conversation. 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