Open-ended Questions
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Open-ended questions (questions that are answered by more than a simple yes or no) are wonderful for gathering information, qualifying opportunities, and establishing rapport, trust and credibility.
The key…
Ask the question and let the other person give you their answer.
No leading.
No prompting.
No interrupting. (You can do it.)
Below are 30 to get you started. When you have a moment, invest some time in creating a few that are specific to your industry. Memorize your favorites and practice delivering them with a colleague or a small group (especially before any upcoming events or tradeshows).
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Personal questions
How did you get involved in… ?
Who helped you get involved in…?
What were you doing previously?
What [did, do] you enjoy most about that?
What is the best thing you learned from that?
Where have you learned the most about…?
Who taught you the most about…?
What did you take away from the experience?
How has that impacted you?
What [was, is] the biggest challenge with that?
What advice would you give someone else about that?
What are your thoughts on…?
Business questions
How did your company get involved in…?
What kind of challenges are you and your company facing?
What’s the most important priority to you and your company right now?
How have you been handling that?
How is that working out?
What effect has that had on you/ your company?
How did you overcome that?
How does that process work now?
What challenges does that process create?
What are the best things about that process?
What does everyone else at your company think about that?
With whom have you had the most success in the past?
What innovative [products, services] has your company introduced over the last couple years?
General questions
What does that mean?
How do you mean?
How do you see that working?
What concerns do you have about…?
What other events have you found helpful to attend?
(remember: no leading … no prompting … no interrupting … seriously.)
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Scott Broady says:
Great for personal networking. Only problem when it comes to business is that crazy busy prospects, especially executives don’t have time to play 20 questions with a sales rep. They want someone to bring a fresh perspective that forces them to consider new ideas and strategies to grow their business. They expect you to know about their challenges and you better not ask them what keeps them up at night. Better question is what gets you up in the morning. What makes you different? But the best way to connect in my experience is to combine open ended questions with a solid understanding of why the status quo is no longer safe. That will get their attention and establish your credibility as a trusted advisor.
January 15, 2013
Sharon says:
Great questions. I’ve sent you an e-mail requesting permission to use it as a handout THIS Thursday for a federal client’s Leader’s Academy course. I hope you say “yes!” Really enjoy getting your quotes.
October 3, 2012
PKulcsar says:
We have two ears and only one mouth.
Conclusion: Listen more; speak less.
July 4, 2011
Maureen Kapala says:
Great information for your personal or professional life! Get moving now!
April 9, 2011
Brooke says:
Asking open-ended questions is an art-form. Thank you for the tools to create our lives’ masterpieces!
October 17, 2010