Check questions- we want to make sure people understand

Do you follow?
Do you see what I mean?
Are you with me?


Development questions- we want more information

Could you say a little bit more about that?
Would you elaborate on that a little?
Could you go into more detail about..?
Can you give an example?

You Need Clarification

What exactly do you mean by…?
What are you trying to say exactly?
Why do you feel that is important?

You Need To Hear A Second Time
I’m sorry, could you repeat that?
Could you go over that again please?

You Are Listening

So you’re worried about…
If  I understand you correctly , you’re saying that…
So, in other words, you think that…


Open Questions

Could you tell me?
I’d be interested to know?
What sort of?

Closed Questions

Do you plan to…?
Is there …?
Did you…?
Are you going to…?


Leading Questions

Shouldn’t we discuss…?
Isn’t it important to…?
Can’t we…?

Factual Questions

When will we begin production?
Who will lead the team?

Fill in the blanks.

Karen:   This has had a huge impact on my sales over the last year.

Linda:    I’m not sure I follow. Could you _____________ on your closing technique?

Karen:     I don’t think it’s ____________ to go over the whole technique in detail
               at this meeting. The main point is that the overall approach brings a whole
                new dynamic to the company –client relationship. Are you ___________
                on that point?

Linda:      in other words, you deal with clients on a much personal level.

Karen:     Exactly.

Bob:        I’d be interested in exploring this idea more ___________ at a later
                meeting.

Label each question according to what is asked for.

Repeat                 clarify                        Elaborate

1.        Can you go over that one more time?___________
2.        Would you say that again, please?_____________
3.        How could you explain that in simple terms?______
4.        Could you tell us a bit more about this project?______
5.        What did you mean by that?____________--