Home » Archive by Tags

Articles tagged with: off-line decisions

Why Open Questions Don’t Work
Monday, 21 Sep, 2009
Why Open Questions Don’t Work

For decades, if not centuries, we’ve written books about, lectured about, and trained about, the virtues of Open Questions.
I’m here to denounce the myth that they are good in all instances: I actually believe they are used most effectively at the back end of the selling/buying cycle and have no role to play in the buying […]