I mentioned in a previous post that open ended questions are the best to ask. However, they don’t just apply to very big asks, but are just as relevant for the small asks. One powerful example is, when conducting a demo, instead of asking ‘Do you have any questions for me at this point?,’ (a close ended question) it’s way more effective to say ‘So, what questions might you have for me?’ This accomplishes two things: (1) It implies that anyone taking this seriously should actually have real questions for you. (2) It allows the prospect to actually think of something to ask, instead of wondering whether or not they even have a question in the first place. It works!!