The Power of Open Questions in the Sales Conversation

May 16, 2023

In this blog post, we'll be focusing on questioning in the sales conversation, and how it can help you identify your prospect's needs and communicate a benefit-centric solution. When you understand the importance of questioning and how to use it, it will be easier for you to engage the open questioning technique in your sales conversations with prospects.

The open question technique is when you begin your questions to the prospect with sentences that begin with the words "Who, What, When, Where, Why, and How." The reason these questions are called open questions is that they elicit a fuller answer from the prospect, in which the prospect gives you information or context. The prospect cannot answer an open question with the answer "yes" or "no."

Here are some examples of open questions for you to use:

  • Who designed the renovation for you?
  • Who did you previously list your property for sale with?
  • What was the reason you invested in the new paint job on the property?
  • When did you purchase the property?
  • Why did you choose to go with the FSBO process over engaging an agent?

The trick is to use the open question techniques again in response to the prospect’s response to your first question. This is how you will learn more about the seller's needs and their motivations.

A top tip for practicing open questions so they become a natural dialogue for you is to practice with your family and friends. Play a game where the first person who can answer "yes" or "no" to a question wins, and the question asker loses.

Included in this blog post, we've included a link for a 7-Day Free Trial of the Get Listings Bootcamp. In this program, you'll have access to our Sales Script eBook and teaching videos that will teach you how to effectively generate and convert seller leads into successful signed-up listings. Take advantage of this valuable resource and click the link to sign up for your free trial today

By using open-question techniques, you will be able to identify your prospect's needs and communicate a benefit-centric solution. Remember to practice with family and friends to make open questions a natural dialogue for you. And use open questions again in response to the prospect's response to your first question. With these techniques, you'll be well on your way to closing more sales.