Don’t forget to use “umbrella questions” on every sales call. Umbrella questions are questions that work in any selling situation and are designed to provide you with additional information.
Source: Sales consultant Mark Hunter
Examples of umbrella questions include: Why? Tell me more. Share with me another example. Explain further. Are there some other examples you could share with me?
You get the idea — umbrella questions are ones that get the customer talking more about what they’re looking for. On your next sales call, challenge yourself to ask at least 5 umbrella questions.