I In this chapter, we identify what makes some questions more powerful than others; we show how to use questions to plant suggestions and lead your prospects to think precisely what you want them to think. Also, we consider if there is ever a good time or reason to ask closed questions and, if there is, when to do so.
The American Educational Psychologist Benjamin Bloom (1913–99) classified questions into six progressively more sophisticated levels known as Bloom’s Hierarchy of Questions. Here is a summary of his scheme:
|Level||Question type||What this question type requires|
|One||Knowledge-based||The recognition, ...|