Open and Closed Questions

Part of being a great communicator meant that I had to learn to ask questions and facilitate conversation in such a way to get what I want whether it is quick facts, detailed information, or gain the person's trust through their responses. 

Questions can come in closed and open form. Understanding the differences between them and how and when to frame and use them will help you to assess situations and move to the next step in your professional career.

Open Questions 

An open question is framed to receive a long answer. Even if the respondent gives a brief reply, additional open questions will hopefully get the person to speak with practice.  

Using open questions allow for a more balanced conversation so that the responses can be more reflective and opinionated so that they hold control as well.

Practices	Example
To find out more information and the wants and needs of a person	What marketing forms do you currently use?  Why is keeping your daily ad in the local paper important to your branding?

    

Many open questions begin with: what, why, how, describe.

 

Closed Questions

 

A closed question can be answered with a single word, short phrase, and/or yes or no.

Using closed questions is best when you want to control the conversation and simply get easy facts as answers.

Practices	Example
Conversation starters	Who is your target market? When did your company open?
For testing their understanding (asking yes/no questions). This is also a great way to break into a long ramble.	So, you want to increase marketing for your business without using traditional tactics?
Controlling and influencing the mood of the conversation	Are you content with your existing marketing plan? Do you have control of the market? Would you like us to help you build on your sales?