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 ...

Every poll involves a questionnaire that contains a standardized set of questions that are asked of every person. The way a question is asked can affect the answers that people give. In an open ...

It’s amazing how organizing a closed-room dinner with open-ended questions can reveal ... I use this recent dinner experience as an example of how questions, when thoughtfully and openly crafted ...

Why Are Open-Ended Questions So Important? What kinds of questions are you asking your clients? How do you know which questions to ask and when to ask them? Some of the most successful salespeople ...

Some clients, by nature, might not tell you as much as you would like, Jodhan says. In such cases, asking open-ended follow-up questions can help you get more. For example, you might follow up an ...

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 ...