From the course: Mastering Authentic Influence for Highly Successful Sales

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Refashioning your questions

Refashioning your questions

From the course: Mastering Authentic Influence for Highly Successful Sales

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Refashioning your questions

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- I will teach a course or give a keynote speech and people will nodding their heads, saying yes of course they understand the importance of an open-ended question versus a close-ended question. Then I'll go to get coffee in the hallway with everybody else and I'll overhear conversations people are having and question after question after question. They're asking close-ended questions. They've just come from a room where they checked the mental box that said, "Yep, I understand "the value of this," but it's not yet a habit. So refashioning and getting into a habit of refashioning questions to be open-ended versus close-ended is the difference between asking five questions to get the information you want versus asking one. It's a time management contributor and it is also something that is much more conversational and easy for the client if I can ask better open-ended questions and get out of their way. So everyone says…

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