When closing sales, there are two types of questions you'd likely ask.

1. The close ended question. & 2. The open ended question.
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A close ended question is one that you gives the customer or client the option to provide a one-word answer.

For instance, imagine asking a customer who was suppose to buy your shoe:

"Are you still interested in buying the shoe?

They'd likely answer "Yes, or No".

And you know such answers could end the entire conversation, and you'd lose the sale, because they'd likely say "No", in most cases.

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While open ended questions are those that are asked with the intention of making the client or customer to provide the answers in their own words.

For instance, instead of asking your customer:

"Are you still interested in buying the shoe?

You can use the open ended question method, which would likely go like this:

"I know you're interested in purchasing the shoe, but I wanted to confirm why you didn't make the purchase again?

When the customer gets such question, they'd likely give you a detailed reason why they haven't made the purchase yet.

They might say something like:

"Yes, I wanted to make the purchase, but my payment couldn't go through, maybe it's the network, or something else".

And at that point, you can then give them other options to make the payment, that way you wouldn't lose the sale.

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In a nutshell, an open ended question is one that your client would naturally provide detailed answers when asked, which will make the conversation not to close at one instance.

While a close ended question, would likely end the conversation after the one-word response is given.

So, if you want to effectively apply the open ended question tactic into sales, do this exercise first.

Ask yourself the same question you want to ask your prospect, and see if your response would be a one-word answer.

If it is, then it's a closed ended question, not an open ended. If it's not, then it's an open ended question. You can read more on it from Google.

I hope this helps you.


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