Why You Need To Know How To Ask Open Ended Questions | Gap Sell Keenan #3

➜ Watch Gap Sell Keenan Episodes: https://www.youtube.com/watch?v=I_gFKVd6zbs&list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkrIn this episode, I’m being persuaded to form a partnership with this salesperson’s company. As the interview progresses, you can see how to ask open-ended questions and why it’s so important to be able to phrase those questions in the right way.Asking questions is a crucial part of gap selling. You need to figure out what the prospect’s problem is and where they want to be going. Often, salespeople struggle to find a true problem to solve. During this interview, the seller asks me all sorts of questions regarding my sales process in order to get me to form a partnership. However, he never truly hones in on what it is he’s there to solve. Knowing how to ask open ended questions that pinpoint a problem is crucial. For example, we talked at length about the problems that can arise between getting a verbal agreement to sign and actually having the prospect sign the deal. Since part of what the seller was offering here was the ability to improve the success rate during that period, he could have asked me right away how many of my clients give me a verbal agreement but then disappear and never sign the deal. With this question, he would know right off the bat whether or not he can solve my problem or if he should move on to find a different one.By learning how to ask open-ended questions that get to the heart of what it is you intend to solve, you can make your sales interview much more effective. Even when trying to form a partnership, asking the right questions can make or break your ability to succeed.