| OPEN Question Selling |
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OPEN QuestionSelling ![]()
Participants are coached through the basics of selling and given practical step by step guidelines to ensure the problems and dissatisfaction of the client are uncovered.
Specifically, participants will learn the OPEN Question Selling technique—an active questioning technique that helps sales people to gain commitment by solving business problems. Which is a very powerful approach for handling High value and major account sales OPEN consists of: • Operational Questions establish a starting point to identify and understand your customers problems. • Problem Questions expose dissatisfaction, reveal areas of difficulty, gather information and uncover customer needs. • Effect Questions inquire about the consequences, implications or effect of the customers problems. They expand and explore the effect of your customers problems. • Nail Down Questions help the customer identify and realize the importance the customer places on solving the problem. |














