How often after asking a prospect or customer a question they won't open up? It happens all the time doesn't it? There is a reason for it.
I remember years ago I was driving down the freeway and my wife, Jane, said “Do you have a pen?” I said, “Yes.” (long silent pause) She said, “Well give it to me!” I responded with, “Well, that's not what you asked me.” I know you think I was being a jerk.
Actually, I take every opportunity to teach. My kids, Sarah and Joshua, were sitting in the backseat of the car and I said, “You receive out of life exactly what you ask for. Nothing more and nothing less.”
When the farmer plants corn does he or she receive tomatoes at harvest time? No. You reap what you sow. If you asked closed questions that begin with “Are you”, “Do you”, “Could you”, “Would you”, “Have you”, you can expect a yes or no response. My wife knows that I alway carry a pen. If she wanted to use my pen a better question might have been, “May I use your pen?” Closed questions are great for confirming information.
What are your thoughts?