We are in the process of reviewing a series of six question types. Last week we looked at the Closed Question and this week we are tackling the Open.

An open-ended question is just as what it sounds like — wide open. The challenge with these types of queries is they can send you down a long, winding road with no purpose or end in sight. Here is a classic: Why do you believe you deserve a raise? If unprepared for this type of open door, people have a propensity to babble on about the least important things and never get to the main point. Even if asked in the most polite and nicest tone, people get all weird about expounding on their attributes. The key to handling the Open question is preparation and focus.

Even 15 seconds of preparation in your head will allow you to focus. If you don’t take even the smallest amount of time to prepare you will undoubtedly head down a slippery slope. Here is the variety of answer you don’t want to give to that question: Well, er, um, I am always here on time and do my work fast, then, uh, my rent has gone up and I can’t afford to even go for dinner, also, er, I know other companies are paying more for people like me … blah, blah, blah. I have seen this type of open-ended question asked of people applying for jobs at six-figure salaries: What makes you qualified for this job? Why do you think you are the best candidate? What unique talents can you bring to this organization? And, I have also seen lots of high-priced talent stumble on the answer.

If you recall Blog #4, the message map and working in three’s, you can prepare an answer on the spot that will be better than just winging it. But, the greatest way to manage the Open question is to prepare well ahead of time.

Preparation will still allow you some spontaneity, but keep you from straying too far off point.

For virtually any situation that is important to you, make a list of the open-ended questions you might be asked and think through your main points. See how you might answer some of these:

On personal relationships:
Why do you love me?

On work:
Why are you an asset to this organization?

On home life:
What do you do for me?

On community or charitable interest:
Why should I contribute to that?

On beliefs:
Why do you think your way is better than others?

On money:
What does money give you?

On friends:
What do you value about our friendship?

Visualize the situation where this could be asked and play the tape two ways — one unprepared and the other prepared. What were the outcomes?

Academics often have a hard time with the open ended question as the training in universities seems to follow the logic that in order to understand anything, you need to go all the way back to its history in Ancient Greece.

Open-ended questions are not a gateway to history lessons; they are intended to find out what you think is important. Don’t blow it by meandering all over the map.

So, what did you think of this post? Next week we get into the Springboard question type. It may sound easy but it can be quite gritty. The Springboard – Nasty or Nice?