Page 89 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

ASKING QUESTIONS WITH SKILL AND FINESSE

Exhibit 4-1 OPEN-PROBE/CLOSED-PROBE QUIZ

Indicate whether you think that each query is an open or closed
probe. Use the letter O for an open probe and the letter C for
a closed probe.

“Did you have a good trip?” _______

“Do you like hot dogs or hamburgers?” _______
“Did you enjoy your vacation?” _______

“Do you like the leather seats in your new car?” _______

“Was your time on jury duty tedious?” _______
“What is the salary for this position?” _______

“When would I be able to get a raise?” _______
“Is this a new position?” _______

“How long have you been in your job?” _______

“When will you be making a hiring decision?” _______

All of the questions above are closed probes. In the fol-
lowing worksheet, practice rewording them as open probes.

Exhibit 4-2 PRACTICE CHANGING CLOSED-PROBE
QUESTIONS INTO OPEN-PROBE QUESTIONS

Write an open-probe question for each of the following closed-
probe questions. (The first question is done for you as an
example.) Keep in mind that your goal is to elicit as much infor-
mation as possible. Practice using your own words with this
skill, which will help you to feel comfortable and in control.

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