Ask any sales person and they can nearly all tell you the difference between open and closed question. However when you ask them to write down the question they use during customer needs discovery it’s amazing how many are actually closed question. The difference between theory and practice.
Some closed questions are implied open, and will get you an open answer. But if you use too many closed questions you won’t get the richness of information you would get from a genuine open question, and you won’t build rapport. Even worse it might feel like an interrogation for the customer, or that you are taking them through your checklist!
“Do you agree?” Or should I say “Tell me about your experience”