What does an open-ended question do?

What does an open-ended question do?

• A. Uncover more information about the customer's needs
• B. Answer with yes or no
• C. Limit conversation
• D. Provide a price quote

Answer: (A)

Open-ended questions invite customers to share details in their own words, which helps you uncover more information about their needs. By asking what, how, or tell me more questions, you encourage the customer to describe goals, challenges, priorities, and the context in which a product or service will be used. This richer information lets you understand exactly what they’re aiming to achieve and how a solution could fit, making it easier to tailor recommendations and build trust. In contrast, yes-or-no questions tend to shut down conversation and miss subtleties, while asking for a price quote too early shifts the focus to cost before requirements are clear, and it doesn’t expand understanding of the customer’s situation.

Open-ended questions invite customers to share details in their own words, which helps you uncover more information about their needs. By asking what, how, or tell me more questions, you encourage the customer to describe goals, challenges, priorities, and the context in which a product or service will be used. This richer information lets you understand exactly what they’re aiming to achieve and how a solution could fit, making it easier to tailor recommendations and build trust. In contrast, yes-or-no questions tend to shut down conversation and miss subtleties, while asking for a price quote too early shifts the focus to cost before requirements are clear, and it doesn’t expand understanding of the customer’s situation.