What is the two-question rule in discovery during objections?

What is the two-question rule in discovery during objections?

• A. Answer immediately and ask for a decision.
• B. Propose a plan for next steps only.
• C. Ask two open-ended questions to uncover underlying needs before answering.
• D. Share market data before asking questions.

Answer: (C)

The main concept is to use two open-ended questions to uncover underlying needs before answering during discovery when objections come up. By asking two thoughtful, open-ended questions, you invite the other person to share the real reasons behind their objection, their priorities, and the constraints they’re working with. This turns a guarded moment into a collaborative conversation, giving you the context to tailor your response and offer something that genuinely fits their situation. When you start by uncovering what matters most to them, you can align your reply to their specific goals, timelines, and criteria, which makes your answer more persuasive and less pushy. If you jump straight to answering and seeking a decision, you miss the chance to learn what’s really driving the objection and you risk proposing something that doesn’t address their core concerns. Proposing a plan for next steps without understanding their needs can feel premature or vague. Sharing market data before asking questions can overwhelm or distract them, and you won’t know which data will be most relevant. The two open-ended questions approach keeps discovery active and focused on the person’s situation, which makes the subsequent reply much more effective and credible.

The main concept is to use two open-ended questions to uncover underlying needs before answering during discovery when objections come up. By asking two thoughtful, open-ended questions, you invite the other person to share the real reasons behind their objection, their priorities, and the constraints they’re working with. This turns a guarded moment into a collaborative conversation, giving you the context to tailor your response and offer something that genuinely fits their situation. When you start by uncovering what matters most to them, you can align your reply to their specific goals, timelines, and criteria, which makes your answer more persuasive and less pushy.

If you jump straight to answering and seeking a decision, you miss the chance to learn what’s really driving the objection and you risk proposing something that doesn’t address their core concerns. Proposing a plan for next steps without understanding their needs can feel premature or vague. Sharing market data before asking questions can overwhelm or distract them, and you won’t know which data will be most relevant. The two open-ended questions approach keeps discovery active and focused on the person’s situation, which makes the subsequent reply much more effective and credible.