Clip from Episode 8: Jacquelyn Nicholson of Percolate:
I think it really depends on the situation. But there are a few good ones so you can ask. I used to work for this gentleman who asked the best questions that I called skin crawling questions their the questions that make the prospective person you know prospective customers say oh gosh I didn’t think of that. So a lot of times it could be. So what happens if you don’t solve this problem so once you’ve uncovered the problem so. So what are the consequences so what happens if we don’t address this that your open ended questions are the most important. Of course I should’ve started with that. You know don’t ask something that’s yes or no if you can help yourself. A lot of times you’ll need to know those things but asking an open ended question can be really valuable in terms of your success in terms of what people will reveal and then going a level deeper. So a lot of times you know if they raise an objection you can sort of soften that and come back with you know a question that’s a little bit challenging or that might uncover more information and just don’t be happy with the first question and the first answer I think is the way I do it.
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More clips from Episode 8: Jacquelyn Nicholson of Percolate: