Top 30 Open-ended Questions

Top 30 Open-ended Questions

Open-ended questions are incredibly valuable to the sales process (as long as you listen).

They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility.

As a sales professional, it’s very important to have a repertoire of powerful open-ended questions … questions that are answered by more than a simple yes or no … questions where the prospect/ customer gets directly involved in the sales discussion.

The key here…

Ask the question and let the prospect/ customer give you their answer.

No leading.
No prompting.
No interrupting.

In case you’ve not had the opportunity to write down your open-ended favorites, here are 30 of ours. You should have several additional questions specific to your industry, but these will get you more than started.

Write down the ones you find valuable. Memorize them with your team. Practice them on your drive in or on the way to your next appointment. Print them out (get a printable version here). Post them near your phone. Pass them on to your team.

Top 30 Open-ended Questions

Information gathering

What prompted you/ your company to look into this?
What are your expectations/ requirements for this product/ service?
What process did you go through to determine your needs?
How do you see this happening?
What is it that you’d like to see accomplished?
With whom have you had success in the past?
With whom have you had difficulties in the past?
Can you help me understand that a little better?
What does that mean?
How does that process work now?
What challenges does that process create?
What challenges has that created in the past?
What are the best things about that process?
What other items should we discuss?

212 The Extra Degree Video

Create motivating discussions with your sales team.

Show this 3-minute video and talk through it (embrace the value of extra effort, care, and attention).

Qualifying

What do you see as the next action steps?
What is your timeline for implementing/ purchasing this type of service/ product?
What other data points should we know before moving forward?
What budget has been established for this?
What are your thoughts?
Who else is involved in this decision?
What could make this no longer a priority?
What’s changed since we last talked?
What concerns do you have?

Establishing rapport, trust & credibility

How did you get involved in…?
What kind of challenges are you facing?
What’s the most important priority to you with this? Why?
What other issues are important to you?
What would you like to see improved?
How do you measure that?

Now go sell something.

(remember: no leading … no prompting … no interrupting … really.)

Print it out. Stay inspired.

Get a printable version of this content to post or share.

Sam Parker

About Sam Parker

Sam Parker is the author of this material and co-founder of InspireYourPeople.com. Before launching JustSell, Sam carried a bag in 5 different industries (office products, financial services, pharmaceuticals, joint replacements, and software).

Sam is also the creator of several bestselling inspirational messages. Each is helping thousands of organizations care more about their work and the people they serve (available at InspireYourPeople.com). They include 212 the extra degree, SalesTough, Cross The Line, Smile & Move, Love Your People, and Lead Simply.

Need a speaker for an upcoming sales meeting or event? Sam can help. Learn more at InspireYourPeople.com/Speaking or call us at 866-952-4483.