 Closed Question – Only two possible answers Yes or No
• Are you happy to proceed?
Open Question – A question that is designed to give you a longer answer
• How, Who What, Why, When, Where,
Probing Question – Let someone know you listened and are interested in gaining more information
• You mentioned earlier you are looking to buy a new car, which makes are you considering?
Challenging Question - One word questions to challenge an exaggeration
• You never invoice on time.... “NEVER?”
Background Question - Helps you gather basic information
• What led you to make that decision?
Problem Question - Focuses on the other person’s problems
• What type of problem did that cause?
Effect Question – What does this mean
• What will happen if nothing is done about it?
Need Question – Establish how great the need is
• If you gained approval, how would it help you?
Assumptive Questions – Assume the answer (Be careful)
• You obviously felt our recommendations were relevant
Alternative Choice Questions - Offer two choices – Both suiting you
• Would you like delivery in September or October?
Hypothetical Question – Just suppose scenarios
• If you were to go ahead how would you like to pay?
Rhetorical Question - Requires no answer because the answer is obvious.
• Are you crazy?
|
