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Depends on the subject/intent of the question and your relationship with the customer
It depends on which stage of the sales process you are in. In early stages closed-end questions can't be used because you're still getting to know the customer and his needs and he is till considered a lead or a prospect. Later on when you are about to close the deal the closed-ended questions are needed. It also differs from one customer to the other. Some customers don't feel comfortable with closed-end questions so the salesman has to be clever enough and intelligent enough to mix and match as needed.
i agree with Mohamed Tohamy
I beleive that salesman needs both types of questions depending on the stage of the relationship and the stage of the project being discussed
i personally use open ended questions to get the customer involved in the conversation,people love to talk,so give him a chance and listen for clues .most of the time the customer will talk himself into buying or commiting to buy.just be patient and listen.
then you can use leading close ended questions,just make sure the answer to all of them is a yes, never ask aquestion that can have a no answer.
depends on situation and mood of the client but each kind of this question have a special benefit
open question have a chance for new idea or feedback
It is always an open ended question or layered type of questioning technique which should be adopted.Reason for asking an open ended question is you will get chance to build a platform or a common ground with the customer from where you can establish the pitch your product with the need of the customer.
Close End questions are start usually with Are,May,Is,Were,Should,Shall and you get answers in no or yes which min imiozes the scope of making sales.
On the Contrary Open Ended Questions start with What,How Etc and you get a mileage to further expand your scope of discussing your product by trying to establish the need using your product with the customer.
Both types, but most of the times, customer is the person who take interview of sales person.
I beleive that salesman needs both types of questions depending on the stage of the relationship and the stage of the project being discussed. I usaully start with the open-ended questions and conclude with the close ended questions.
Open-end question when you need to know the need.
Close-end question when you already know the need.
open ended if you want customer complete satisfaction , or close ended if you want quick sale.
