Almost every sales trainer recommends asking open ... ended but, rather than eliciting a particular type of answer, simply invites the prospect to expound upon a situation. For example, the ...

Just as candidates prepare for interviews, interviewers need to be ready to answer open-ended questions from candidates because the responses could either ignite their enthusiasm or dampen their ...

There are three categories for this dimension: low-, medium- and high-burden. Based on the sample of ATP open-ended questions in this analysis, most are medium-burden (43%) or high-burden (47%). Only ...

We also analyzed the length of responses among those who did provide answers to these questions. But first, we had to prepare our sample of data for this analysis. We began by taking a census of the ...

But how does one ask the right questions? While questions can be closed-ended or open-ended questions ... cautiously and defensively. For example, “What are the risks?” 4.