The hourglass questioning pattern is mariage of the [[Funnel|The Funnel Questioning Pattern]] and the [[Tipi|The Tipi Questioning Pattern]]. The conversation begins with an open question, then moves to a closed question as the focus narrows. The closed questions identify new issues of concerns and start the room for a new topic.

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howtomakethesale_public
created
Sun, 12 Jun 2011 10:21:37 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 10:21:37 GMT
modifier
dirkjan
tags
How you make the sale
M16
Term
creator
dirkjan