The Art of Open-Ended Questioning: Understanding the Customer’s Needs

The secret weapon of an in-home sales pro, open-ended questioning. Asking the right questions is like having a treasure map, it leads you straight to the customer's needs, wants, and desires. Let's sharpen those questioning skills and unlock the door to sales success.

Forget the one-size-fits-all script. Customers aren't robots with pre-programmed answers. Just like every home you go into is different, every customer is different too Throw away the generic questions and tailor your questions to each individual person. You will gain more information and develop a better relationship.

Open-ended questions are the keys to unlocking a treasure trove of information. They encourage customers to spill their guts and share their problems and concerns. And that's where the magic happens, so don't forget to take notes. Taking notes shows customers you value their input and take their needs seriously.  You're like a doctor searching for the way to solve their pain.  Asking open-ended questions and following those up with more questions will give you an even better understand their needs and challenges. The customer will tell you how to best help them. Remember, when a customer gives you that detailed info, write it down. It’s your road map for your presentation. 

Active listening is your secret sauce. Show genuine interest in their answers, nod your head, and throw in some "Uh-Huhs."  “Tell me more.”  “And.”  This will allow the customer to dig deeper with more pain points. You should talk 60% and listen 40%.

It’s time to master the art of open-ended questioning.

• Practice with your peers by role-playing open-ended questioning.  
• Write down all the questions you can think of that you would want to ask your client.  
• Go on a ride-along to watch another rep use open-ended questions.
• Connect the dots, take notes, and become a customer needs guru.

With your questioning skills on point, you'll be closing more deals, more often.