What does the technique of asking open-ended questions allow a sales associate to accomplish for the customer?

• A. A quicker match to the right product.
• B. A speedier sales transaction.
• C. Increased motivation to make a purchase.
• D. Increased purchasing power.

Answer: (A)

Asking open-ended questions centers on uncovering the customer’s real needs by inviting them to describe their situation, preferences, and constraints in detail. When the customer explains what they’re looking for and why, the sales associate gains a clear map of which features, benefits, and options truly matter. That deeper understanding makes it possible to quickly point to the product that fits best, reducing guesswork and back-and-forth. The result is a faster path to a right-fit recommendation right from the start.

The other options aren’t the main aim. A speedier transaction can happen if the match is obvious, but the core purpose of open-ended questions is to learn what the customer needs, not to rush checkout. Increased motivation to buy can occur as needs are clarified, but the primary goal is understanding, not pushing. Increased purchasing power isn’t something a salesperson can alter through questioning alone.