how to get rich and how to make money from sales_36

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_{Open probes are used to get the customer talking, to divulge information, and to perhaps reveal unexpected information. They get the prospect to explain and talk openly about their business and current situation. Open probes generate a talkative, conversational response. Some authors suggest the five Ws (who, what, where, when, or why) are good open questions to start with. I disagree. I consider them closed questions that can often be answered with one- or two-word answers. I offer the following open probe prompts:}

• _{Tell me about ...}

• _{Explain to me ...}

• _{In what way ...}

• _{Help me understand ...}

• _{Can you elaborate ...}

• _{Share with me ...}

• _{Please tell me how ...}

• _{How else ...}

• _{What do you mean by ...}

• _{What are your thoughts/ideas/experiences/reflections ...}

• _{If you could build or design the perfect _______, what would it look like ... ?}

_{These are excellent, field-tested prompts used to encourage a talkative response. Simply tell your customer up front that you need to ask questions to better understand their business. Customers love to talk about their business, their job, and their company. You can't ask too many questions. However, if your customer becomes impatient with your questioning, simply restate your objective and perhaps reschedule another appointment. Don't let their anxiousness draw you into a response before you understand their business. Be patient.}

_{Closed probes are used to get very specific information. They usually limit the response to one-word answers. Closed probes are less powerful and have an uncanny ability to increase tension. They can be intimidating to certain personality styles. The other concern is that they end the conversation. Once a closed probe is answered you have to start another conversation. Closed probes should only be used for verification, commitment, or confirming (closing). Examples of closed prompts include the words:}

• _do

• _have

• _are

• _will

• _won't

• _can

• _can't

• _shall