What are ways I can ask better questions to get better responses?

Use Motivational Interviewing tactics to get more out of your questions

Learning about Motivational Interviewing has changed my perspective and made me think deeply about ways to better communicate...

One of the concepts focuses on “Open Questions”, which is something that sales people have always been told to do through discovery to get the most out of conversations with prospects or customers.

🔴 Closed question: Are you currently struggling with building pipeline? (Answer: Yes or No)

🟡 Open question: What is your biggest struggle when it comes to building pipeline? (Answer: Singular)

As I was learning more about open questions in terms of Motivational Interviewing, one of my ICF (International Coaching Federation) instructors said, “Try using PLURAL questions.”

🟢 Plural question: What struggles do you face when building pipeline? (Answer: Plural)

Plural questions = plural answers. You'll get way more out of conversations.

Open questions are good, but plural questions are better.