Empower your Customer Dialogue with Shorter Questions

Take a moment to consider the questions you tend to ask your customers. Do you ask long, complex questions or short, open-ended questions? Elite Professionals understand the human intelligence gathering value of good questions.

However, not all questions are created equally. It's been proven that short questions generally elicit longer and more complete responses, while longer questions often deliver short answers. Larry King, one of the most respected TV interviews, when asked what the most critical question to ask in any conversation is, replied with 'Why,'”

While the one-word question sounds simple, “Why is what makes people go deeper… Why did you do that? Why did you say that?

Larry King would advise up-and-coming presenters to ensure their questions were always less than two lines. He told them that more than two lines probably wasn't a question and that they should find a better way to ask it.

So, shorten your questions, make sure you aren't “leading the witness” with a qualifying statement, and then use questions like "why" to fully understand why the customer answered the question the way they did.

Ready to learn the secrets of Elite Professionals? Isn't it time you made high-quality relationships your competitive advantage? Win more by focusing on our 4 Pillars of Success: Customer Affinity, Human Intelligence, Shaping & Winning, and Actionable Intelligence. Use this link to explore Hi-Q Training Programs:?View Our Courses

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