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In my last post I talked about salespeople knowing the definition of open & closed questions, but continuing to use too many closed questions when they meant to use open. Lack of questioning and the impact on rapport and engagement is not restricted to just salespeople. It is amazing how many people in a social setting spend all their time telling you about themselves, their family, and their job and failing to ask any questions. If people do this to you and you don’t feel engaged, then this is how a customer feels when you turn up and start pitching. As somebody once said “You don’t know me, my business, my issues, but you have a solution”.