Step #3 Open Probes
If you're curious about something you're probably going to create a question in your mind in the form of an Open Probe.??Why is that you ask???Well, it's because we normally think in very direct and often simplistic terms.??As an example, you see your next-door neighbor sitting on her roof.??You might be thinking that's a very unusual thing to do, and you're wondering why she's sitting up there.??The simplest and most direct question would be,?"Why are you sitting on your roof?"??The question, or probe, is in direct response to what you were thinking.?You wanted to know why, so you asked why.??Most Open Probes are really just that simple.??
Open Probes place no limit on the length or content of the response.??
So, exactly what does that mean.??Open Probes don't instruct your clients to respond to you with a particular answer or in a specific manner.??"Why are you sitting on your roof?” sounds pretty specific, doesn't it???The probe itself really just asks why.??It isn't instructing your neighbor in how to respond.??The Open Probe is merely asking a question.?An Open Probe doesn't require the person responding to answer with a two-word response, or a ten-word response, or a thousand-word response.??Open Probes put no limit on the length of the response.??In this example of an Open Probe your neighbor isn't being told to respond by saying,?"Because it's too hot in my bedroom", or,?"Because my favorite chair is broken,” or,?"Because I want to look at my front yard and my backyard at the same time."??Open Probes don't give a choice of responses.??It's an Open Probe because it asks without telling how to respond.??Open Probes place no limit on the length or content of the response.?Even when you assume, or expect, you'll receive a "Yes" or "No" response, it's still an Open Probe as long as you haven't told your client to respond specifically with a "Yes" or "No" answer.
Open Probes can be very broad or quite narrow.??A broad Open Probe might be,?"What's been happening?" or?"How's business?"??Both of these Open Probes allow your clients to respond in any way they chose.??You might receive a one-word response or a lengthy story.??A narrow open probe could be?"How many have you sold?" or "Did you turn the lights off?"??Those are specific questions to which a one- or two-word response would normally be sufficient.??However, because it's an Open Probe it doesn't matter that you expect a limited response, you may still receive an oratory as an answer.?I’m terribly sorry, however, assuming you’ll receive the answer you expect has absolutely no bearing whatsoever on the actual response you’ll receive.??
When you want as much information as you can acquire from your client, use broad Open Probes.??When you're looking for a more limited response use narrow Open Probes.??
Examples of Open Probes,??
*???When did you first notice this problem?????????????????????????????
*???When will you be available???????????????
*???Did you look at our warranty???????????????
*???Are you ready to get started?
You need to practice using Open Probes.??You’ll find that osmosis works wonderfully for plants.??They absorb, become green, they bloom, and they grow.??However, unfortunately there's a very good chance you're not going to have it quite that easy.??You'll need to practice if you really want to absorb the art of probing.??Of course, the upside of learning by practicing versus osmosis is you don't have to worry about aphides.?
Until you read about the next probe use as many Open Probes as possible.??When listening to family or friends or media, identify the Open Probes you hear.??And of course, practice, practice, practice!???
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For additional information about David Richman and Butterfield Enterprises, Inc. take a moment to review David’s Linkedin Profile and read what his clients have to say about him.??If you would prefer speaking directly to David, call (818) 368-1308 or email?[email protected]. And if you haven’t already done so, join David’s Linkedin network.