So open questions to understand. Closed questions to confirm and gain commitment.
In "The Extremely Successful Salesman's Club" by Chris Murray, the author emphasizes the importance of asking the right types of questions in sales. Open questions are essential for exploring the client's needs and understanding their challenges. These types of questions allow for a deeper conversation and help build rapport with potential customers.
Conversely, closed questions serve a different purpose; they are designed to confirm understanding and secure commitment from the client. By effectively combining open and closed questions, sales professionals can guide conversations, ensuring they address the client's concerns while also moving toward a successful closure of the sale.
