Questions that do not have simple yes-no answers are referred to as what?

The term that describes questions which cannot be answered with a simple "yes" or "no" is open questions. Open questions are designed to encourage a detailed response and invite the respondent to share more information, opinions, or experiences. They typically begin with prompts like "how," "what," "why," or "tell me about," allowing for deeper conversation and insight into the respondent's thoughts and feelings.

In the context of professional selling, using open questions can be particularly effective for understanding a customer's needs, motivations, and pain points, which are critical for tailoring the sales approach and building rapport. This method fosters a more engaging dialogue and helps the salesperson gather qualitative data to inform their strategy.

Closed questions, on the other hand, are those that elicit a limited response, often just a "yes" or "no." Leading questions are structured to suggest a particular answer, which may bias the responses. Behavioral questions typically focus on past actions or experiences, asking the person to explain how they handled specific situations. Each of these types has its purpose, but for discussions requiring elaboration, open questions are the most suitable choice.