3.3 IT’S NOT WHAT YOU ASK FOR, IT’S HOW3.3.1 QuestionsHow can we figure out the way people like to be communicated to? How can we figure outsomeone's motivations?We got to ask some questions. We are going to break down thethree major types ofquestions, how you use them, why you use them, and what you get out of them. The three typesof questions are:Closed-endedquestions, yes or no, this or that, black or white.Opened-endedquestions, thoughts, what do you think, opinions, point of views.Strategic questions, if we did this, do you think we could get to this, what if, they leadsomeone to a conclusion.3.3.2 Closed QuestionsFour major reasons we use a close-ended question.1.It’s just an ice breaker.The easier, the better. It's just simple yes or no questions, just tostart to break the ice to get someone to just say anything to you.2.To get specific information.Are our costs down? Were sales up last year versus thisyear?