asking great questions blog

Do you ask LEADING QUESTIONS? (Clue: this is one right here)

And so what if you do ask them?  

When we recognise that we’re being asked leading questions, we feel like we’re being manipulated (especially during a sales process).  And given that we’re all pretty clever, we can spot this a mile off, so it’s best to avoid them.

It feels like we’re being processed.  It feels like we’re on a conveyer belt, waiting for something to happen.  And so we start to rebel, feeling anxious and fearful of what awaits us at the end of the conveyer belt.

Like the cold calls that begin with “would you like a free loft insulation survey?”  You know that saying yes won’t necessarily get you a complete freebie… there will be conditions!  So you hesitate to even answer.

So, avoid starting your questions with;

  • Would you 
  • Should you
  • Could you
  • Will you
  • Do you
  • Might you
  • Can you

These questions all call for a yes or no answer, which means they’re closed questions.  They’re the questioning equivalent of a cul-de-sac.  You’ll need to do a 3-point turn and get out of there as fast as possible because it leads nowhere.

You need to ask questions which are more like an open country road, where you’re driving an open-top sports classic, free as a bird, heading for freedom and exploration.

Open questions begin with words which invite a detailed answer;

  • Who
  • What
  • Which
  • Why
  • How
  • Where
  • When
  • Tell me…..
  • Describe to me…..
  • Explain to me….

When we’re asked an open question, by someone who’s genuinely inquisitive and who listens intently, so they can truly understand us, we give full and informative answers.

These questioning skills are vital in sales, customer service and people leadership, and if you’d like to master these skills, then here’s a few workshops that you might like to attend;

Consultative Selling for New Business

Social Media Training

Pitching and Proposals Masterclass

How to Build a Successful Sales Strategy

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