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Have you ever tried to get someone to talk to you by pelting them with endless statements about you–how great you are, how much you are better than others, or how successful you are going to make them? No, of course not.
Ironically, that is precisely the technique we use to sell people on developing a business relationship with us. Instead we should be asking questions and gathering data. Let the customer tell us what it takes to sell them on our product or service.
That is the power of the open-ended question.
People love to talk about themselves–their successes and their challenges. And that is precisely the information you would love to have to guide your sales pitch. So, let it happen.
Let’s take a look at some good open-ended questions:
- When did you feel like your debt was first getting out of control?
- What is the most stressful part about your current debt?
- What led you to consider refinancing your mortgage?
- What made you select this house (neighborhood, city, state)?
- Is this your first mortgage?
- Are you working now?
- What is most important to you in a mortgage or debt solution?
- Have you talked to others about a mortgage or debt solution?
- What is your biggest concern?
Do you have some good open-ended questions you use in the sales process? Add them to the comments below.
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