This week we discussed the importance of open and closed questions. Open
Ended Questions
§Open ended questions require more than
one word answers Great for finding out more general
information about our client’s needs
Help us connect with buyers on a personal
level and find out what is truly important to them
Broad, simple questions are most
effective in the the first client
meetings
Effective at prying information out of
buyers
Closed
Ended Questions
§Closed ended questions can be answered
with a simple “yes” or “no” Great for clarifying information or
getting a more specific answer
Allows you to narrow down the relevant
information for a particular job
Many times, closed ended
questions start with verbs, such as “Are,” “Will,” “Is,” “Have,” “Did,”
Great way to ask a client to take a
position or introduce a subject
Activity We also led a "20 Questions" type of game where participants were able to ask 10 open and 10 closed questions to discover what a given object was. This was a great way to experience what the right situation for each type of question was and practice asking questions to complete a objective. |
Meetings Recap >