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close-ended questions are not powerful open-ended questions are in todayamp;#39;s video Iamp;#39;m sharing a three-word phrase you can add to just about every closed-ended question you could think of thatamp;#39;s going to change that to an open-ended question to uncover more opportunities more needs more pain points to see if what you do is a fit for your prospect on a sales Discovery conversation close any questions not good when youamp;#39;re having a sales Discovery conversation they donamp;#39;t progress that conversation forward or close any question is going to elicit a yes from the prospect or a no thatamp;#39;s not thereamp;#39;s not much you could do with a yes or no in a conversation you need to use open-ended questions so I close any question for example are you able today Mr or Mrs customer to wipe your devices that might be a conversation or a question I ask in a sales Discovery conversation at my job at IBM are you able to wipe your devices thatamp;#39;s going fo