ABSTRACT
Clearly some questions are more powerful than others. But which ones? How could we take the all-important area of questions and divide it up in a new way which would help us build a more powerful model of questioning skill. We had defined the purpose of questions as uncovering implied needs and developing them into explicit needs. That suggests there were two types of question.
Uncovering questions which asked buyers about their problems or implied needs
Developing questions which took those implied needs and, somehow, developed them into explicit needs.
