What kind of questions should a salesperson ask to uncover underlying objections?

Open-ended questions are essential for uncovering underlying objections because they encourage the prospect to share more detailed information and insights about their thoughts, feelings, and concerns. By allowing the prospect to elaborate, a salesperson can gain a deeper understanding of what might be holding them back from making a purchase. These types of questions typically start with phrases like "What do you think about..." or "Can you tell me more about..." which invite a more comprehensive response.

This approach is particularly effective because it fosters a conversational environment, allowing prospects to express their viewpoints without the constraint of having to answer with a simple "yes" or "no." It opens the door to discussions about specific objections that might not surface with more restrictive question types. By adeptly using open-ended questions, salespeople can uncover valuable information that leads to effective solutions and ultimately helps to close the sale.