In [[How you make the sale]] questioning for results mentions the technique of Differential Diagnostics that is being used by Doctors. The discovery step describes the difference between [[Closed Questions]] and [[Open Questions]]:
!Open Questions
<<tiddler [[Open Questions]]>>
!Closed Questions
<<tiddler [[Closed Questions]]>>
[[Probing Questions]] are used to gather additional information about a topic that is already on the table. The purpose of the probe is to encourage the speaker to keep talking. 
!Question types
!!The Funnel Questioning Pattern
<<tiddler [[The Funnel Questioning Pattern]]>>
!!The Tipi Questioning Pattern
<<tiddler [[The Tipi Questioning Pattern]]>>
!!The Hourglass Questioning Pattern
<<tiddler [[The Hourglass Questioning Pattern]]>>
!Sample Questions
<<tiddler [[Sample Sales Questions]]>>
!Question Families
<<tiddler [[Question Families]]>>
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howtomakethesale_public
created
Sun, 12 Jun 2011 10:22:45 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 10:22:45 GMT
modifier
dirkjan
tags
How you make the sale
creator
dirkjan