It works. If your questions are considered and relevant you undeniably get more information than you would if you asked closed questions. Why?
It’s like showing your workings in a maths exam – it shows your thinking, not just your answer. Great for a sales person – it provides the ‘why’ behind an answer (if you ask the right question).
Questions and answers are great – many CRM’s are full of great responses to great questions.
Now – consider this – imagine your client gets to ask you one open ended question at the end.
Imagine that question is:
‘What are you going to do with all the information I’ve just given you?’