Using a Close-Ended Question

The close-ended question sure has a got a bad rap. In every training program on questioning and listening we’ve ever heard the close-ended question is derided as an ineffective question. After all, it leads the customer to a simple one-word answer, which runs contrary to what we typically want in a meeting, an expansive, well thought out answer.

And yet, the close-ended question can be a powerful tool. This is especially true in a Research Meeting. As an example, we might use a close-ended question in helping to direct the flow of a call. Imagine a situation where you are conducting a research meeting with a contact that is enthusiastic about answering questions. Unfortunately however, not the questions you are asking. Using a close-ended question is a great way to pull the customer back to the desired topic. You can ask a close-ended question to drive a simple answer that you can use to direct the call appropriately.

The close-ended question can also be helpful if you’re in a situation where you are pressed for time. The simple answer you get when you ask a question like, ãDo you feel that timing is reasonable?” may be perfect. It’s then your choice to go deeper or not.

IMPAX is a registered trademark of IMPAX Corporation.