Asking Open-Ended Questions (Knowledge)
Suggested Strategy: Does the employee have the knowledge and an
arsenal of open-ended questions to use in real-life situations with
members?
Suggested Questions:
→ Teach Me: What is your understanding of open-ended questions that can be used in your position? → Success Imperative: How can you successfully use open-ended questions with your members to further your upselling or cross-selling
abilities?
Suggested Activities:
→ Whiteboard Coaching: Create a list together of open- ended questions and map out the situations that they
can be used in on a whiteboard. Then brainstorm what
the effects of those questions might be for a member
versus using a yes or no question (what the interaction
could potentially lead to).
→ Learning Project Prep: Make the introduction between your employee and one of their peers that generally has
good relationships with members with successful sales.
Explain the purpose of the introduction, which is to
complete the activity described below.
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