Classification of Questioning
Techniques
Amplification Questions:
DoubleCheck
Question
restate or rephrase the
prospect's remarks.
Tells the prospect
o
o
o
o
Non verbal
Gestures
o
o
o
o
o
Use of
Silence
o
o
o
Continuation
Questions
o
o
That you have been listening
That you understand their concerns
That what they say is important to you
That they are making themselves clear
Nod head
lean forward
raise eyebrows
inject words or phrases to keep the prospect
talking
Tells the prospect that you don't quite
understand
Allows you to relax the pace
Lets you formulate your next question
Don't abuse or you'll make the prospect
uncomfortable
They simply encourage more communication
from the prospect
Use a few words or phrases to keep the
prospect talking