Question Type Audit
Record the exact questions from a discovery conversation. Classify the job each question did, then examine the answer and your follow-up. There is no ideal percentage for each type.
Easy
Create access with a question the buyer can answer readily.
Tough
Explore what matters beneath the surface, using care and permission for sensitive territory.
Direct
Gather operational, logistical, or financial facts needed for fit.
OR
Offer two acceptable directions and let the buyer choose.
Clarifying
Ask what the buyer means by a vague word or phrase.
Loose-Thread Pulls
Return to a meaningful detail the buyer mentioned and moved past.
Confused-Skeptic
Place the doubt on your understanding so the buyer can explain their own logic.
Keep learning
Take the next idea into a conversation.
Study all seven question types →
For the complete curriculum, labs, assessments, and industry tools, explore the nine industry courses.