Have you ever wondered why it is so difficult to get a prospect or client to open up? You may consider examining the type of questions that you are asking. If you ask closed questions that begin with “Are you”, “Do you”, “Could you”, “Would you” or “Have you” most likely you will get a yes or no answer. If that is the answer you are looking for, great! If not, you may consider asking open-end questions that begin with “Who”, “What”, “When”, “Where” or “How”. Open-ended questions will encourages the prospect or client to elaborate with their answer. This call, “Do you have any needs“, clearly demonstrates what happens when you ask a closed question.
What question would you have asked to open up the conversation?