Open Ended Industrial Sales Questions

Effective open ended industrial sales questions allow you to uncover what’s happening in the buyer’s environment. It enables you to connect with facility purchasers, understanding their priorities and needs, and work together on creating better outcomes than what they are experiencing now.

Open ended industrial sales questions challenge the purchaser’s perspectives, shifting their understanding of what may be true and what can be possible. Open ended questions also help move the sales process forward by having a better and clearer understanding of what their current situation is and how it is you can help them in their challenges.

What are Open Ended Industrial Sales Questions?

Open-ended industrial sales questions are designed to encourage detailed or thoughtful responses from buyers, rather than a simple yes or no answer. These questions can be categorized into two types: broad and specific.

Broad Open-Ended Industrial Sales Questions

These questions are crafted to encourage buyers to share freely and provide deeper insights. They help uncover what’s happening in the purchaser’s environment, making them invaluable for building connections and driving sales success.

Some examples of broad open ended industrial sales question include:

·       Tell me what’s going on in your business?

·       What challenges are you experiencing that you reached out to us?

·       What are some goals that you are trying to achieve?

·       Is what we are talking about today going to help you achieve these goals?

Specific Open-Ended Industrial Sales Questions

Specific open-ended industrial sales questions are more exploratory. Some buyers might not share much information when you ask broad open-ended questions, or they might not know the answers. These questions uncover latent needs the buyer might not even be aware of.

Specific open-ended questions yield one of three answers: an expression of need, no perception of need, or lack of knowledge.

·       You mentioned that you would like to improve your company’s (fill in). Tell me about where it works and where it doesn’t work.

·       When did you notice it was becoming a problem?

·       What did you do to try to improve the situation?

 Why Do These Questions Matter?

Using good open ended industrial questions and specific open ended industrial sales questions bring light to information that you would not otherwise know. To be effective in the sales process, and ensure that your solution is a fit for the prospect, its important to get as much information as possible to make it a great fit. When it is, then the likelihood of you advancing the sales process is much greater.

Now put them to the test.

By using the SalesLeads’ Industrial Project Reports, you will know what the identified project is, their contact information and now you can call. You’ll have all of your questions ready for the initial call, and for the next call to dig a bit deeper (if necessary). Ready to get started? Click here to get your Industrial Project Reports.