Short answer – it’s the wrong question. I’m actually fine with open and closed questions – there’s a time and place for both. What few people actually do, though, is ask engaging questions – or what I like to call “ownership questions”
Examples:
– Does that make sense? (awful)
– How are you felling about this? (Great)
– What questions do you have? (awful)
– What did I miss? (Great)
– How is this landing with you? (pretty good)
– How is this landing with you or did I miss the mark? (really good)
The “great” and really good” questions above put the responsibility (and dignity) where it belongs – on the prospect.
Real life example…
Let’s say you feel awkward asking for the sale….
That may be a good thing.
That’s your gut telling you you’re doing it wrong.
Try asking:
– Does this sound like a good next step or not so much?
– Would this be helpful in your context, or did I miss the mark?
– Based on what you’ve seen today, does this seem like a good fit, or is this not what you had in mind?
The decision belongs with your prospect.
Help them make it.
One caveat – sometimes prospects don’t know (they’re stuck in the hell of indecision – see Jolt Effect study) – while the above questions help avoid indecision better than most, sometimes you need to give them a lifeline and offer a clear suggestion…
Hope this helps 😀