What type of questioning is typically used to limit the response options of a prospect during a conversation?

Closed questions are designed to elicit limited response options, typically requiring a simple answer such as "yes" or "no," or a choice from specific options. This type of questioning is particularly useful in a sales context, as it helps the salesperson to gain clear and concrete information quickly. By limiting the scope of responses, closed questions can effectively narrow down the possibilities and lead prospects toward a decisive answer or action.

In professional selling, closed questions can guide the conversation in a specific direction, helping to clarify a prospect's needs or intentions without allowing for extensive elaboration. This technique can streamline the dialogue and assist the salesperson in identifying potential solutions tailored to the prospect's requirements.

Contrasting with other types of questions, open questions encourage broader and more exploratory responses, leading to more extended discussions. Leading questions can sometimes bias the response by suggesting a particular answer, and Socratic questioning aims to stimulate critical thinking and draw out underlying assumptions, which are less focused on immediate decision-making compared to closed questions.