Ask ‘GOOD’ Questions!

Getting customers comfortable with you as quickly as possible is important because the sooner they feel comfortable, the closer you get to making the sale.

That’s why building rapport is so important and why you have to learn how to ask good questions that cause people to open up and talk to you more.

The problem – most salespeople who do ask questions, ask the wrong type of questions and end up with bad answers.

To get more good answers in rapport building, you need to understand two types of questions: Open and Closed.

To build rapport, you have to get people talking. But a ‘closed’ Yes / No type question shuts down the conversation. The ‘open’ ended question does the opposite so that people elaborate more with their answer and helps you find common ground with your customers.

Some easy examples…

Closed: Do you do much driving? No

Open:   What type of driving do you do?

Closed: Will you be the only driver? No

Open:   Who besides yourself will be driving the new car?

Closed: Do you like this model? Kinda

Open: What do you like most about the new model?

Closed: Do you like the car you’re trading in? It’s OK

Open: What do you like most about the car you’re trading in?

Open: What do you like least about the car you’re trading in?

Open: What features are most important on your new vehicle?

Open: Why is that?

To help your customers become more comfortable, make a list of 30 open-end questions. Then just practice those every day before work or with the other salespeople and you’ll start selling more cars and having more fun.

###

Sell more cars with Joe Verde’s book “Earn Over $100,000 Selling Cars – Every Year.” Click here to get a free PDF or order a free soft cover book.