“How To Open A Closed End Question”
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Many Distributors tell me that when they ask questions they sometimes get short one or two word factual answers, such as a 'yes' or a 'no' that are difficult to expand on.

Invariably what they have asked are 'Closed End' as opposed to 'Open End' questions.

There is an incorrect myth about staying away from using Closed End questions because of this dilemma. The truth is, it doesn't matter what type question you use! A short answer to a Closed End question can be opened quite easily allowing your conversation to continue its flow.

First we'll explore the difference between the two types of questions.

Open End Questions The answer you get to an Open End question will usually be more in depth allowing the conversation to stay open. It allows the other person to offer views and opinions that can be easily responded to. An example question would be:

What is it about working for yourself that appeals to you?

Closed End Questions The response to a Closed End question is likely to be short and to the point, and can rapidly bring a conversation to a grinding halt! Listen to yourself when answering these Closed End questions:

Do you like where you live?
Do you like your work?
What type of sport do you play if any?
Do you take nutritional supplements?
How's your health?

Did you find you came up with one-word answers? If so, you'll probably agree they tend not to stimulate thoughts or ideas. Also asking a lot of them at once can make a person feel interrogated and close them down.

However, there is something very simple you can do to open it again.

Opening up a Short Answer to a Closed End Question
You can open up short answers by simply asking a question that revolves around the question "WHY?" For example, you could respond to the answers you get to the above questions by asking:

What do you like/don't you like about where you live? (It's still a WHY question as in, why don't you like where you live!)
What is it you like/don't you like about your work
What is it about the sport you like? Or, Can I ask why you don't play sports?
What nutritional supplements do you take and why those ones in particular? Or, have you ever thought about taking nutritional supplements?
How do you stay healthy? Or, when you say 'not so good', can I ask what you mean?

Using the different ways of asking 'Why?' you create an opportunity to make a conversation more interesting and for a relationship to develop or strengthen.

Michael Oliver is an Internationally recognized trainer, speaker and author of the best selling book, “How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!”.

He is also the founder of Natural Selling® Sales Training.

His teleconferencing training, coaching and on-site workshops and speeches are in demand around the world. Every year he helps thousands of Independent Distributors and Direct Salespeople achieve outstanding business and personal results.

You can find out more about Michael, his book, CD's and free newsletter by going to.

www.NaturalSelling.com

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