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How to use open-ended questions

Open-ended questions are a great way to get your client to open up to you. However, you have to be specific about how you formulate your queries. Here are some tips.

Specify the boundaries. Open-ended questions can be too open sometimes. Wording is very important when asking these types of questions, especially if you are looking for a certain answer. For example:

• If you’re a personal trainer and have a new client, and you want to find out what their goals are for your sessions, don’t ask “What do you want to achieve with our sessions?” when all you’re really after is information about how much weight they want to lose. Rather ask a specific question: “How much weight do you want to lose?”

Try funneling questions. For this method, start with narrow questions and then transition to broader and more open enquiries. This method is good if you are trying to get specific details from someone. It also works if you are trying to get someone interested in a topic, or are trying to get someone to feel more confident. For example:

• If you're struggling to get the person to open up with broad open-ended questions, try narrowing the questions first and then make them broader after getting them into the conversation.