The Struggle with Open-Ended Questions

Is asking open-ended questions always the best strategy?

In sales training, we’re taught to ask open-ended questions.

The idea is to get your prospects talking so you can gain knowledge and gather information.

Learn what their pain points are as fast as you can so you can solve their problem and be their hero.

But did you know that well over 50% of the population find it difficult to answer open-ended questions? The number is probably closer to 70%. Their brains have a difficult time answering them, it’s simply how a large number of people were built.

Yup, sorry to drop that on you, but it’s true.

When we ask open-ended questions and people can’t answer them or don’t answer them, we tend to assume they’re not interested in what we have to offer.

We don’t take into consideration the fact that they could be very interested they are just having a hard time with your open-ended questions.

We disregard them as uninterested and move to the next call.

Next time, instead of ending the call and crossing them off your list as a prospect, switch your strategy.

Ask yes/no questions or give them “this” or “that” questions and see how they respond and engage.

Once comfortable you can try switching back to open-ended questions, but if they continue to struggle, go back to the yes/no and this or that questions.

Our brains and our decision-making processes are not all the same. Don’t assume others process information or deliver information the way you do.

Pay attention when you interact with people. If the person you’re talking to is struggling or unable to answer your question,

Instead of assuming they’re not interested or don’t want to talk to you, change your game.

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