How To Open A Closed End Question by Michael Oliver of Natural Selling® Sales Training Many Distributors tell me that when they ask questions they sometimes get short one or two word factual answers, such as a yes or a no that are difficult to expand on. Invariably what they have asked are Closed End as opposed to Open End questions. There is an incorrect myth about staying away from using Closed End questions because of this dilemma. The truth is, it doesnt matter what type question you use! A short answer to a Closed End question can be opened quite easily allowing your conversation to continue its flow. Lets look at how you can easily do this! First well explore the difference between the two types of questions. Open End Questions The answer you get to an Open End question will usually be more in depth allowing the conversation to stay open. It allows the other person to offer views and opinions that can be easily responded to. An example question would be: What is it about working for yourself that appeals to you? Closed End Questions The response to a Closed End question is likely to be short and to the point, and can rapidly bring a conversation to a grinding halt! Listen to yourself when answering these Closed End questions: Do you like where you live? Do you like your work? What type of sport do you play if any? Do you take nutritional supplements? Hows your health? Did you find you came up with one-word answers? If so, youll probably agree they tend not to stimulate thoughts or ideas. Also asking a lot of them at once can make a person feel interrogated and close them down. However, there is something very simple you can do to open it again. Opening up a Short Answer to a Closed End Question You can open up short answers by simply asking a question that revolves around the question WHY? For example, you could respond to the answers you get to the above questions by asking: What do you like/dont you like about where you live? (Its still a WHY question as in, why dont you like where you live!) What is it you like/dont you like about your work What is it about the sport you like? Or, Can I ask why you dont play sports? What nutritional supplements do you take and why those ones in particular? Or, have you ever thought about taking nutritional supplements? How do you stay healthy? Or, when you say not so good, can I ask what you mean? Using the different ways of asking Why? you create an opportunity to make a conversation more interesting and for a relationship to develop or strengthen. thebuzzlaunch/1448310
Posted on: Sun, 09 Mar 2014 15:27:09 +0000
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