{"id":3760,"date":"2021-01-10T04:30:02","date_gmt":"2021-01-10T10:30:02","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=3760"},"modified":"2021-08-05T23:30:06","modified_gmt":"2021-08-06T04:30:06","slug":"sales-tip-722-open-ended-questions-ion-farmakides","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-722-open-ended-questions-ion-farmakides\/","title":{"rendered":"Sales Tip 722: Open Ended Questions &#8211; Ion Farmakides"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot-150x150.jpg\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-3791\" srcset=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot-150x150.jpg 150w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot-300x300.jpg 300w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot-100x100.jpg 100w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot-250x250.jpg 250w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot-200x200.jpg 200w, https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2020\/12\/Ion-Farmakides-headshot.jpg 335w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>&#8220;Close-ended questions can be good, but especially when it comes to discovering, uncovering pain points, finding out about a prospect or client&#8217;s experiences, open-ended questions are gold. &#8221; &#8211; Ion Farmakides in today&#8217;s Tip 722<\/p>\n<p><strong>Do you incorporate as many open-ended questions as to get to know your prospect?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/722\/#disqus_thread\" target=\"_blank\" rel=\"noopener noreferrer\">Join the conversation below<\/a> and learn more about Ion!<\/p>\n<p><a href=\"http:\/\/Pearllemon.com\" target=\"_blank\" rel=\"noopener noreferrer\">Pearl Lemon<\/a><br \/>\n<a href=\"https:\/\/es.linkedin.com\/in\/ionfarmakides\" target=\"_blank\" rel=\"noopener noreferrer\">Ion Farmakides on LinkedIn<\/a><br \/>\n<a href=\"https:\/\/top1.fm\/DailySalesTips\/submit-a-sales-tip\/\" target=\"_blank\" rel=\"noopener noreferrer\">Submit a Sales Tip<\/a><\/p>\n<p>Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: <strong>512-777-1442<\/strong> or Email: <strong>scott@top1.fm<\/strong><\/p>\n<p><iframe loading=\"lazy\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/cZshnMmqI3Q\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: You&#8217;re listening to the Daily Sales Tips podcast and I&#8217;m your host, Scott Ingram. Today&#8217;s tip comes from Ion Farmakides, Ion is the head of business development at <a href=\"http:\/\/Pearllemon.com\" target=\"_blank\" rel=\"noopener noreferrer\">Pearl Lemon<\/a>. He brings 15 years of business development experience from startup to enterprise levels. He&#8217;s closed over 10 million Euros over the phone, and he also shared with me that he&#8217;s a horrible musician. Here he is:<\/p>\n<p>Ion Farmakides: Hello. Hello. Hello. Ion Farmakides here. Head of Business Development for Pearl Lemon. Quick tip, which is more of a reminder, I suppose, because it&#8217;s something that I&#8217;m sure all of us know, at least I do. And yet I still forget about it from time to time. And that is to incorporate as many open-ended questions as possible, especially as part of say the discovery portion of a call or a sales conversation. And favor them over the closed-ended ones.<\/p>\n<p>We all know the difference, you know, &#8220;Do you like pizza?&#8221; &#8220;Yes.&#8221; &#8220;What kind of pizza do you like?&#8221; &#8220;Well, let me tell you.&#8221; And I think it&#8217;s very easy to kind of have those situations where you ask a question you get a no, or you get a yes, and then you&#8217;re like, \u201cOoh, okay. I guess I have to ask another question now.\u201d Whereas open-ended questions, the whats, the how&#8217;s, the where&#8217;s, the when&#8217;s. I think very powerful tools in any conversation really, but they really help you uncover either pain, any type of information that&#8217;s going to help you, not just close the deal, but also build a rapport. Get to know your prospect a little bit better. It also works obviously with existing clients. It&#8217;s not just a sales tool, but to me, this is the tip of the day or the week over the month of the year even sometimes.<\/p>\n<p>Open-ended questions, they&#8217;re super, super important. And I will say there&#8217;s some times if I get stuck and this is something that maybe not everybody&#8217;s super comfortable with, but if I don&#8217;t know what to ask, but I definitely know I&#8217;ve either been speaking too much, much like I&#8217;m doing right now, or it&#8217;s been too long between questions. I&#8217;m not sure as to where I need to go though, which I&#8217;m sure it happens to a lot of people. I&#8217;ll just ask out of curiosity, and then I&#8217;ll just force myself to come up, with a good enough question, which helps with the flow of the conversation.<\/p>\n<p>It&#8217;s also great exercise. It helps you be quick on your feet, but I suppose those are two tips kind of linked to each other. But yeah, close-ended questions can be good, but especially when it comes to discovering, uncovering pain points, finding out about a prospect or client&#8217;s experiences, open-ended questions are gold. And yeah, I&#8217;d say we all try to use them a little bit more. They also make the conversation with much healthier for both parties. So that&#8217;s it for me today. I hope everybody&#8217;s having a great day and catch you soon. Bye-bye.<\/p>\n<p>Scott Ingram: For a link to connect with Ion on LinkedIn, which he&#8217;d love for you to do, just click over to <a href=\"http:\/\/DailySales.Tips\/722\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/722<\/a> and we&#8217;ll have that link for you there as well as the video version of this tip, a transcript as always and that&#8217;s also where you can join our listener list. <a href=\"http:\/\/DailySales.Tips\/722\" target=\"_blank\" rel=\"noopener noreferrer\">DailySales.Tips\/722<\/a><\/p>\n<p>Once you&#8217;ve message Ion. Be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Close-ended questions can be good, but especially when it comes to discovering, uncovering pain points, finding out about a prospect or client&#8217;s experiences, open-ended questions are gold. &#8221; &#8211; Ion Farmakides in today&#8217;s Tip 722 Do you incorporate as many open-ended questions as to get to know your prospect? Join the conversation below and learn&#8230;<\/p>\n","protected":false},"author":2,"featured_media":3791,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-3760","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Tip 722: Open Ended Questions - Ion Farmakides - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-722-open-ended-questions-ion-farmakides\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 722: Open Ended Questions - Ion Farmakides - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"&#8220;Close-ended questions can be good, but especially when it comes to discovering, uncovering pain points, finding out about a prospect or client&#8217;s experiences, open-ended questions are gold. &#8221; &#8211; Ion Farmakides in today&#8217;s Tip 722 Do you incorporate as many open-ended questions as to get to know your prospect? 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