Ask Questions that Get the Right Answers

Ask open questions that require more than yes and no answers. Start open questions with how? what? could? would? For example, How could we do this? What do you think? What if we did it this way? Which way would you prefer? How do you feel about this?

Ask probing questions to get more information. For example, what else did you like? What else would work for you?

Ask leading questions to help the person find clarity. Leading questions often end with Don’t you?, Won’t you? Right? For example, Last month I didn’t have to complete the report until the 30^th; that’s true this month, too, isn’t it?

Use closed questions to stop the other person from rambling. Closed questions require yes or no answers.

Avoid questions that put people on the defensive.

Asking Questions, Winning Sales: Superior Interviewing Techniques for Sales Professionals