Hi:

I'm James Nokes from The Cleaning Institute
Here is hint number twenty eight, I hope you enjoy it.

Hint Number Twenty Eight

When you first meet prospects you want to learn as much as possible about them and their business. The best way to do this is to ask open ended questions. Open ended questions are questions that are open to interpretation and almost demand that the prospect talk at length.

When you look around Monday morning what is the one thing that bugs you about your office? Is an open ended question. It's also a great way to get your prospect to open up and tell you about his desires.

How many restrooms are in your building? Or, Are you open Sundays? These are not not open ended questions; they require exact information and are often necessary to know. But the open ended questions are the ones that will help you learn what your prospects really want from your cleaning service.