Page 91 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)
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ASKING QUESTIONS WITH SKILL AND FINESSE
After you’ve completed Exhibit 4-2, take a look at Exhibit
4-3, which gives some suggestions for how each of these
closed-probe questions can be changed to open-probed ques-
tions. Compare your answers against these.
Exhibit 4-3 SAMPLE OPEN-PROBE QUESTIONS
1. Closed probe: “Did you have a good trip?”
Open probe: “How was your trip?”
2. Closed probe: “Do you like hot dogs or hamburgers?”
Open probe: “What kinds of food do you like?”
3. Closed probe: “Did you enjoy your vacation?”
Open probe: “Tell me about your vacation.”
4. Closed probe: “Do you like the leather seats in your new car?”
Open probe: “How do you like your new car?”
5. Closed probe: “Was your time on jury duty tedious?”
Open probe: “How was jury duty?”
6. Closed probe: “What is the salary for this position?”
Open probe: “Would you please discuss the compensation
package?”
7. Closed probe: “When would I be able to get a raise?”
Open probe: “How does the job evaluation process work?”
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