An open question is one of the ways to obtain information. A man who speaks open questions usually begins them from: "Who ...", "What ...", "How ...", "Why ...", "How much ...", "in connection What ... "," What is your opinion ... "

Open questions - one of the best ways to recognize a stranger person better, tie friendly relations. Experienced negotiators use open questions to "talk" shy or nervous people. Teachers often use open questions, working with children or foreigners.

Open question purpose

Listening to the answer to his question, experienced Visavi deliberately introduces himself to a certain emotional state, allowing a potential customer to feel like a major action involuntary meeting. As practice shows, an inexperienced person, being in such conditions, loses his head and can inform the interlocutor even about what he did not plan.

In the event that the expected effect is not reached, a person who is asking questions is making the following attempt to talk a client - makes it all depends on him that the failed monologue becomes the beginning of the dialogue.

Why do people ask open questions?

Open questions are a quick way to get additional information and learn about genuine motifs moving the interlocutor. The ability to ask the right open questions - a kind of skill, to master which can be possible only if theoretical knowledge is confirmed by many years of practice.

During the first meeting, the seller tries to outline for himself the circle of interests of the interlocutor and create conditions for meeting his problems. An experienced negotiator reaches this with the help of type questions: "How do you think can you come in handy ...?", "What are you interested in at the moment?", And also offers the client to consider his answers, formulating them as questions, such as issues, for example. : "Why don't you ...?", "And if you try to do so ...?"

To understand how a possible buyer perceived the seller's intention to help him decide on the choice, ask questions: "How do you feel about this?" Or "what do you think?", And if the client doubts the causes of the doubts of the doubt with the help of questions: "What is bothering you?", "What are you in doubt?" Or "What could be a hindrance?"

Examples of open questions

"In connection with which this situation arose?".

"Why do you consider your choice right?"

Perhaps someone will surprise the following questions in sales: "What problems can you decide by buying this product?" Sellers working in the store usually do not specify. But they are actively using direct sales workers who are interested in long-term cooperation and seek to find a reason to win the trust of the potential client.

Here are examples of open questions that usually specify distributors:

"What do you think this acquisition brought you the maximum benefit?"

"When did you hear about this opportunity for the first time?"

"What advantage did you notice?"

Another example of an open question in sales, question type: "What result do you expect?" Opens the opportunity to demonstrate the entire range of goods that meet the customer's expectations, and the buyer allows you to make an optimal choice.

Before you go to a meeting with the client, the seller carefully thinks exactly which questions he will ask, and in what order.

How to start dialogue

This topic concerns almost every newcomer who decided to devote themselves to the sphere of sales: "How to ask a question to a person who does not intend to listen to me?"

A knowledgeable negotiator uses open questions to better explore the needs of the client. Specifying your questions, he tries:

• so that the wording is extremely clear. The question is shorter, the more likely to get a departed answer;

• so that the dialogue has not turned into interrogation. Questions that sounded in a relaxed form have more chances to be heard.

Of course, the seller must know how to ask questions correctly. There are cases when a theoretically targedged novice seller, accurately knowing, and did not succeed. This is because many newbies have never heard that any phrase, at the end of which the voice of the speaker weakens, sounds like a statement of the fact. When the last words of the phrase speaker pronounces, raising his voice, the whole phrase sounds like a question.

Fully focused on the interlocutor, the seller, listening to his answers, maybe, in principle, be silent, showing his interest only with an approving smile, nodding head or taking advantage of the so-called "language of gestures".

Hearing an unsatisfactory answer that does not make it possible to make an impression of the client, the experienced seller is not panic, but continues to show interest with the help of facial expressions, poses and gestures, thus encouraging new customer attempts to give an expanded answer. During the conversation, the sales representative is observed for the television of the interlocutor. What for? About this - a little later. And now - about the rules of the active hearing.

The active listener does not interrupt the client, but sometimes pronounces phrases like: "Yes, really!", "This is interesting!", And also clarifies everything that it is not clear to him using open questions.

As one of the ways, most sellers use the following admission: they repeat the words uttered by the client and I pause, during which they think about their further actions, and at the same time they give the client to understand that his opinion is interested in the interlocutor. There are cases when the novice seller offended the client in that he did not pay due attention to his words.

Sign language

If the listener crossed his hands on his chest - he took a defensive position. Such a posture should be regarded as a signal: "Let's change the topic."

If the interlocutor leaned slightly toward the speaker - he is very interested in conversation.

If a possible buyer mans his beard (chin), turns any item in his hands or wipes glasses - it makes a decision.

If the client sits straight - it is open to communication and completely trusts the seller.

If a person is slut - he is full of humility and wants to please the interlocutor.

If a client with a missing view tapping a shoe to the floor or on the foot of the chair, automatically draws something or clicks with a ballpoint handle - it is bored.

If the body of the listener is expanded towards the entrance door - it is waiting for a convenient point to say goodbye and leave.

If a person covered his mouth with his hands or looks past a speaker - he does not intend to discuss some topic.

How not to be held a conversation

Many sellers believe that during the meeting, they must devote the maximum number of time to devote the description of the benefits of goods that offer. But the product description does not guarantee the conclusion of the transaction.

Another common mistake of a novice seller is that trying to answer all customer questions, it allows the buyer to control the outcome of the transaction.

Wrong open questions

"Do you want to save your money?", - Failed example of an open question. In sales, a very important role is played by the proper wording. If the question is supplied incorrectly, will stop controlling the situation and will lose the client.

Make sales - it means to control the development of events. A manager or a person who asks questions, determines the direction of events, and his interlocutor is to some extent a passenger who goes in the direction that the manager chose.

"What do you think will make your life better?", - Another unsuccessful example of an open question. In sales, questions of different types help to achieve different results and a sales representative, allowing the potential buyer to talk to the abstract topics, the time loses time.

Right negotiations

Preparation for negotiations The experienced sales representatives begin with the setting of goals, that is, they decide what information about the potential buyer is needed, and how can it be paid.

The beginning of the negotiations is, in fact, collecting information, receiving the seller can move to the presentation. Careful sales representatives make the same mistake - instead of questioning a possible client about his needs, allow him to ask questions himself.

The seller cannot start asking questions without finding out what position the potential buyer is occupied, since the requests of an ordinary employee and the manager differ significantly from each other.

I have a six servants

Prompt, removed.

And all that I see around,

I know everything from them.

They are my sign

Are in need.

Call them as and why, who,

What when and where.

Richard Kipling

At this stage, the seller must find out the needs and customer requests. The main tools for identifying the need - the technique of asking questions and techniques of the active hearing.

By asking questions and listening to the answers, you find the intersection points of your commercial offer with the interests of the client. The main task of the seller is to identify the real needs of the client and evaluate its readiness for the purchase.

The art of asking questions is what the majority of sellers do not own. Specify the right questions and actively listen.

Customer's readiness to buy significantly increases when you show sincere interest in his needs and gives it the opportunity to feel its significance.

Reasons for which you need to ask questions

So that the client felt its significance
To control the process of passing in steps
To understand the needs and desires of the client
To find out possible objections

But do not turn the clarification of the need for interrogation. It is advisable to ask no more than two questions in a row followed by the generalization of what heard.

Remember: Controls the situation is not one who says more, but the one who sets more successful questions and is better listening.

At this stage, questions are the main tool of the seller. All questions can be divided into several categories.

Closed questions

It is built so that the choice of possible customer answers is limited by two words "yes" and "no". Closed questions limit the field of possible answers. Closed questions allow you to quickly get the necessary information from the client. But they are an increase in risk. So in stores the situation is widespread when the seller asks the client: "Do you help you?" And in the overwhelming majority of cases, the client responds: "No", even if he needs help him. There are many reasons for this. One of the main is that people do not want, answering questions, take on any obligations.

At the initial and final stages of the sales process, it is not recommended to ask closed questions, because some of them the seller can hear the unwanted answer for itself. "No"

Experienced sellers often use a special kind of closed question, which is possible only one answer - "yes." These are the so-called "tailed" questions with a pre-programmed response. The first part includes the approval with which any normal person agree. The second part is different types of a questionnaire, for example: "Didn't you?", "Do you agree?", "True? ", "Right?". For example, you tell the client:

- "No one wants to overpay, however, because?"

The client will surely answer: "Yes," having received the first "yes", you need to get the following "yes." The experienced seller in this situation continues: "Therefore, when buying a phone, it is very important to choose the most profitable payment rate, do you agree?" And on such a question, a normal client will most likely answer in the affirmative. And this already gives the opportunity to talk about tariff plans, having a positively located client. Asking such questions, the seller controls the situation, predetermining the customer's response.

Open questions

These questions begin with: what, how, what, how much, why and assume to get a detailed answer. Open questions help to talk customer.

Which cameras did you like more?
Why?
Have you had an earlier camera? What?
What did you like in it? What did not like?
What is important to you when choosing?
Need a large display. Big zoom?

The client, responding to such questions, gives you information about its priorities, motifs, simplifying, thus, the stage of collecting information.

Instead of open questions, you can use phrases like:
I did not quite understand, could you explain?
Please clarify….

Often, it is precisely the questions of this kind that give people the opportunity to talk about their interests with the stakeholder (whom we are not enough for us in life). The main thing is to ensure that you have interested intonation when you ask a similar question.

Socratic Questions

Socrates came up with an original way of conviction. He explained nothing to the interlocutor, did not convince him, he just asked him questions. But the question was so formulated that it was assumed a pre-alleged answer - "yes" or "no". Three answers "Yes" unconsciously force the client to answer positively and on the fourth question. Very well-working welcome. Therefore, stock up a few questions, the answers to which are obvious:

Do you want to choose the desired model?
Would you like to buy a quality product?
Do you want to buy goods at an optimal price?

The meaning of the use of such issues is to establish contact with the client and receive several positive responses from it.

Alternative questions

These questions provide the ability to choose. They suggest a quick solution. You impose nothing. You just offer a choice between possible options, what you need and what you need.

What color do you like more - black or white?
These questions are well asked at the beginning of the conversation to turn the conversation with the buyer so as to translate his choice from the situation "buy - not to buy" to the situation "buy something or that?". It will not be about buying or not, but about what exactly buy.

So, in the process of sale, you need to ask various types of questions. The art of the seller is to set them at the right moment.

Possible statements in determining the needs of the client:

What wishes do you have to the future TV?
Who do you acquire a home theater?
What model do you like better?
What functions do you need?
What design do you like better?
What do you think about this model?

Basic techniques of active hearing

When we say, we learn; When we listen, we learn.

People buy what they need, so find out what your client wants.

But in addition to the ability to ask questions, you need to be able to listen to the client. If you skillfully ask questions, but do not know how to listen to the answers, then the price is small. The seller's hearing is aimed at understanding the needs of the client and evaluate his readiness to make a purchase. The ability to listen to the unbiased, openly: listen, letting know another person that he is heard - a very important skill.

Reception "Echo".
Literal repetition by the seller of the main provisions expressed by the client. Repeating client's statements should be preceded by introductory phrases of the type: "As far as I understand you ...", "You think that ..."

Reception "Summary".
Reproduction of the essence of the client's statements in a compressed and generalized form. At the same time, you can use such introductory phrases as: "So, you are interested in ...", "The most important criteria for choices are ..."

Reception "logical consequence."
The seller displays a logical investigation from the client's statements. For example, the seller tells the client: "If you proceed from what you said, you are interested in an increased period of warranty." When repeating the words of the client, it is desirable to show positive emotionality.

Reception "Clarification".
You ask to clarify the individual positions of the client's statements. For example, the seller tells the client: "It is very interesting, could you clarify ..."

Non-verbal support.
The active hearing also includes the corresponding non-verbal behavior: you look into the interlocutor's eyes, your posture expresses attention, you nod your head and pronounce approval sounds.

During the hearing, traps of biased, selective and indifferent hearing should be avoided.

Biased hearing. You know in advance (or it seems to you that you know) what a person wants to say. At the same time, your reaction even besides your will will determine some predetermined (and often negative) attitude to what has been said.

Selective hearing. You only hear what you want to hear, everything else is filtered.
Distracted hearing. You do not show emotions, look like a person thinking about something else.

The development of commercial activities in any industry primarily depends on the mechanism of building relationships with clients. The client's role in different periods of public life was ambiguous, since the system of economic structure in each state developed peculiar.

However, the client for any enterprise is a key link, without which the cycle of distribution of goods and services is disturbed. And to increase the number of shops or stakeholders in a major food point, first of all, you need to deal with what the client wants?

Before you familiarize yourself with the technologies for identifying the needs of the buyer, back to the origin of the client's relationship with manufacturers. So, the client is, in essence, a person who is interested in a specific product and wants to be acquired.

By buying goods, he carries a participant in a large economic cycle, where, depending on the demand, the entrepreneur purchases a certain batch of goods and brings it to the consumer. Accordingly, if customers are not buying goods, the commercial cycle is automatically broken.

The example above is the most primitive form of manifestation between sellers and buyers. Such a simple form of relationship was character, rather, for the Soviet period, where the planned system of economy flourished.

With this scheme for the development of economic sectors, the role of the needs of the client was so predictable and it is limited that the latter went to the store and bought on the machine only what had to satisfy its basic needs, while not thinking about additional needs.

Examples of open and closed issues to identify needs are considered in this video:

But the progress, as you know, is always moving forward and the need of a person in the 21st century is a completely different direction, followed by constantly monitoring sales.

The need is a specific group of items that a person needs to meet its primary and accompanying need.

With the concept, the need closely contacts another term, which on the one hand can be called synonym, but in terms of more active study it is rather the opposite side.

Needs - this is what requires nature from a person. That is, no one can live without food, water, medicines, etc. The person, in essence, cannot refuse needs - from the moment of birth and right up to death the needs surround all people, and their satisfaction cannot be postponed into the background.

Why it is so important to determine the needs of the buyer

Indeed, why spend money on whole marketing departments or attract individual specialists who will follow changes in the needs of various categories of customers?

There are several main reasons that make the entrepreneur of any level follow the needs of his clients:

• strengthen its position among competitors;
• sell \u200b\u200bproducts that will maintain demand for the current period. You will learn how to correctly determine the demand for goods and services of the company;
• increase the number of sales at the expense of a modern reaction to changes in the tasks of the buyer.

There may be additional foundations, however, first of all, any commercial point is observing the interests of buyers precisely on these three reasons.

The peculiarity of the process of identifying the needs of customers is that the company can immediately identify the needs of the buyer at several stages of its activities.

The first stage is the development of the concept of a future batch of goods. As an example, you can bring a large corporation for the production of smartphones. The standard frequency of release of new models of smartphones is equal to one year.

Accordingly, after this period, the whole department of workers should examine the needs of the market and before the start of the release of the next products to prepare a report on how customers are developing, and where attention is expected.

The importance of identifying needs already at the initial stage is that the enterprise is already before the production of a new batch tentatively knows which product will be in the risk zone, and the coca will be sold to a more active pace.

Thus, several times the likelihood of delivered to the market of irrelevant goods, which can no longer keep up with changing clients' views.

After the product produced is supplied to the outlet, the need for a need to identify the need is already different. That is, the manufacturer, who before the release had some ideas about the needs, gave only a common picture for the seller.

In turn, a person who sells the goods to the end consumer (that is, simple buyers) must streamline needs depending on customer categories. What does this mean?

To begin with, the seller determines the overall target audience. For example, each student periodically acquires stationery products, among which a notebook or handle uses the greatest demand.

The task of the seller before the next purchase of the notebooks party to divide potential buyers into several groups. In our case, kids from school can be divided into two categories:

• students of junior classes;
• high school students.

If high school students are more than children from the younger level, it will be more expedient to purchase a batch of common notebooks by 48 or more sheets. Thus, thanks to the elementary method of dividing the audience into two categories, the seller will significantly increase the liquidity indicator of its product (in this case, sell more notebooks).

Listening to the client - the best method for determining its needs

A person who does not know how to listen and analyze the position of the interlocutor, will never be able to predict the needs of the client. This is a fundamentally important law, for the lion's share of buyers can reveal the cards, and the consultant will continue to miss the information obtained through the prism of its own intelligence.

The most important advantage of listening to the client is that the issues that are asked as the information is analyzed will be much appropriate under the situation than the circumstances that the seller will be interested in "blindly".

In order for the heard position to be fruitful to determine needs, first of all it is necessary to quickly analyze the essence of the client's opinions, and for each heard thought to draw up a guide issue so that at the end of the Customer's dialogue could accurately issue his needs.

You will learn what warm calls to customers and how to identify the needs of buyers with their help.

Types of customer needs

The leading economic minds of our time and past years have repeatedly formulated various schemes for the classification of customer needs.

However, for a person who is engaged in the first place of the implementation of the purchased goods, the classification model is still important, which allocates the need for the product implementation stage.

It is generally accepted to allocate two groups of needs:

• rational;
• emotional.

The rational need is the priority interests of any person who are satisfied out of turn. To understand the essence of rational needs, it is enough to give an example: a person was in traffic in the winter period, and it urgently needs to warm up.

That is, in fact, this is a situation in which the subject cannot distribute his desires - it urgently needs to go into a warm room otherwise for the body there may be negative consequences. Here is a vivid example of rational need.

When a need for a rational need for a person disappears, a state appears, in which the individual wants to get new impressions, to show its authority in a circle of peers or otherwise stand out.

Specialists in the area referred to its emotional needs, which can arise spontaneously. The following emotional needs of the client can be distinguished:

• security need;
• in comfort;
• in the ability to achieve a certain status in society.

On a note! Most large companies are developing in our time precisely due to the timely and accurate identification of the emotional needs of the client.

The identification of the emotional need for the client is considered a challenge a little more difficult than satisfying his daily needs. It is true to note that it is easy to sell bread for which he came to the store.

Given the nature of the need, he will still buy it - without the advice of the consultant.

However, if a certain seller can "excite" in the visitor, a sense of own superiority, then instead of acquiring, let's say, a regular smartphone, he will be able to sell a more expensive model for a little big revenue. Naturally, using certain tricks, which will be discussed below.

What is and how they work you will learn in the article on the link.

Questions that will help identify customer needs

A properly asked question along with a constructive dialogue can play a decisive role in whether the entrepreneur will be able to pre-predict the interests of his client in advance.

Types of questions:

1. Closed. Suppose the woman went to the clothing store, and inspects a showcase with jackets. At this time, the supervisory entrepreneur is interested in: "Girl we have new arrivals from Turkey, can I show you a few jackets?" On the visitor only requires an affirmative or negative answer without explanation.
2. Open. Example: "And what size jacket usually wear?"
3. Alternative. Provide a peculiar choice for a potential client, because here the consultant offers several options at once. Example: "I can offer a hooded jacket and the same option without him?".
4. Questions that should push the client to give an answer. A vivid example: "You need a smartphone predominantly for games, the" R "model keeps the charging significantly longer, maybe you should buy?".
5. Rhetorical. Their role is mainly aimed at maintaining the topic under discussion. For example: "I, of course, understand you, is it already tired of permanently" watching "charging level?". It is impossible to underestimate the importance of this issue, since it allows you to keep the pace of conversation and not lead the client's attention to the side.

On a note! A decisive role is whether the consultant can identify the needs of the client and make it acquire it depends on the correctness of the entrance issue.

When entering the store or in a larger food point, people behave ambiguously - the task of the seller to quickly explore the temperament of the visitor and choose a convenient moment in order to set the first question.

It is extremely recommended to ask about anything when the client is in the process of observation (that is, studies the product). If the study process dragged into it, with a large share of probability, means about the buyer's awareness - he is familiar with the goods, but he is trying to figure out some details.

It should not interfere, but if a person decided to leave, you can connect questions and try to establish a dialogue.

What should not be done when identifying needs

The wrong approach to the client puts the cross at the request of the consultant to accurately determine what the visitor wants. If you take in more large-scale comparisons, then for a large company, the error of identifying the need for the target audience can become a cancer.

Almost guaranteed profit for the reporting period, which in the future causes a wave of negative consequences.

So, what may manifest a mistake when the needs of the buyer can manifest. There are several factors:

1. You can not ask the same questions. Even if they are open, you need to ask with the use of different styles.
2. Empty conversation institution. Whatever enough, but inexperienced consultants and sellers, trying to look in the eyes of a visitor with a polite person, listen to meaningless stories that have nothing to do with the issue of identifying needs.
3. The incorrect building of the dialogue, as a result of which the conversation is broken, and the client simply leaves the room.
4. Violation of the balance between the procedure for identifying the need and the description of the technical characteristics of the goods. Speaking with simple words, the seller, did not have time to understand what the client needs to be, it begins to delve into consultation.

Conclusion

The needs of people are a volatile phenomenon, which requires from sellers to identify the most relevant items for sale. At the same time, it is very important to distribute the discovered on the basis of the interests of various sectors of society.

How to determine the needs of the client in sales you will find out here:

Detection of customer needs- The task is not easy. To find out what the customers want, we used three receptions.

Small prehistory. Sales have ceased to grow in our company. To change the situation, decided to shake the "sleeping" customers who have not done orders for half a year, and find new ones. Bought a database of organizations. Administrators by phone negotiated meetings with potential customers: directories of companies, marketing or sales department heads. Then we traveled to these companies - visited 183 organizations. The first conversations have shown that customers do not give truthful answers to the question: "What parameters do you consider important when choosing a printing provider?" That's what we did.

Identify customer needs with sales staff

- Sarafan radio - the most efficient sales channel. Tried to distribute flyers with a discount on a subsequent purchase with a tear-off coupon "Pass the neighbor"?

Example 3. Questions from afar, which asked the manufacturer of kitchens.

- I saw your share "Order a kitchen, get a table and four stools as a gift", the queue in the trading hall is worth it!

- Well, it was recently launched.

- And before launching how to make information before buyers?

- Writing on the entrances.

- Let's make for you a trial order flyers with information about the promotion and the rest of the assortment. This will increase the cross-sale.

Result

This technique of identifying the needs of the client in abbreviated form is already applied for two months with conversion: we assign one meeting for every three call.

In the first two weeks of statistics, the conversion "Call - Meeting" was five to one. The first meeting rarely ends with sale.

The main thing is to cause the confidence and interest of the person who makes the decision, get contact details, identify the needs of the client, to obtain samples of the used printing for the calculation, etc. The sale is performed after another three or four contacts.

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Today, in this article I would like to tell about one training, or rather one exercise of training software. The exercise in my opinion, with the right one, is able to simply open the eyes, unless of course it is required, it allows you to otherwise treat communicating with the client and selling sales. After all, often, inexperienced sellers are trying to tell about all the advantages of their product, do not hear the client itself. And such trainings are needed, such trainings on identifying needs allow you to "correct" thinking. But first things first.

First of all, the very phenomenon of identifying needs. For example, a visitor came to us. For what purpose he appeared, what needs we do not know. And we can go in two ways:

The first is to make conclusions in advance and try to offer something. This path can be viewed as an option. But if we do not know how to read thoughts, we can just not guess. We can talk about the benefits of the goods, and for the client these benefits are not needed. So it turns out or objection or refusal.

The second way is still to find out why the visitor came to us. That is, find out the needs.
About the second path and go further speech.

Types of questions to identify needs

Issues to identify needs questions. The main types of questions Three:

Open questions

Open questions pushing the client to tell. Further about this type of question more.

Closed questions

Closed questions imply a single answer yes or not. This type of questions is little informative, but allows you to get a direct answer. It is useful in the case when we received the basic information and we need final refinement. Canonical example of such a question Completion of the transaction:
"You are satisfied with such a decision?" Or "Do you like? Take? ".

Alternative questions

Alternative questions imply a choice from options "or - or". For example, when we received information and we need clarification:
"Black or White Option?" Or "Two options or one?".

Types of open questions

Open questions are most informative, so they should be applied in more compared to two other types of issues.

Questions priorities

Probably the most important type of open question. Questions about priorities make it possible to understand that the client is more important in choosing.
For example: "What is most important for you in choosing?".

Questions about identity

As noted above, we do not know how to read thoughts. Therefore, if the first question about the priorities of the client, for example, will say that reliability is important for him, it can mean anything.
Therefore, it makes sense asking that the client means "reliably".

Questions about the reasons

Open questions about the reasons allow you to understand, in connection with which the client decided to make his choice. Since the client came to us, it means there was a reason for this. So this is this reason to find out:
For example, "in connection with which you decided to pick up ...?" Or "What was not satisfied with you that you had before?".

Questions about the circumstances

That is, these questions about how often the client plans to use our product, in what quantity in what conditions. That is here we find out the circumstances of the use of the product.

Questions as a tool

Questions are not needed to support the dialogue. You need to hear answers.
An example is the story that a friend told me. She went to the clothing store, planning to buy a warm, black sweater. The consultant asked questions about the needs of my friend and listened carefully. And then brought a gray, transparent sweater. After that, the familiar went without buying.
The following exercise allows you to learn how to ask questions and listen to the answers.

Exercise training

Exercise is pretty simple. Two participate. One is preparing a simple drawing. The second must set ten questions to understand what is shown in the picture. And after the tenth question, the second participant who passes the exercise should draw the drawing that prepared the first.
The meaning of the exercise in the skill to ask questions. In the course of the exercise, the value of open issues becomes clear.
Also honed the skill of the ability to listen. After all, ask a question and ask a question and hear the answer is two different things.