Lesson 12 min 20 XP
Types of CX Questions
The different question types available in cross-examination and when to use each one.
Question Categories
Closed questions demand a yes/no or specific factual answer. They are best for pinning down positions and extracting concessions:
- 'Does your plan include funding for enforcement?'
- 'Is your second advantage based on the Smith 2024 evidence?'
Leading questions suggest the answer. They are the most powerful CX tool when used strategically:
- 'So your plan would cost at least $50 billion annually, correct?'
- 'And your evidence does not actually say the plan solves the problem, does it?'
Open questions allow broad answers. Use them sparingly — they give your opponent room to speechify:
- 'Can you explain how your plan achieves solvency?'
Hypothetical questions test the logical limits of your opponent's position:
- 'If your evidence is from 2019 and the policy landscape has changed, would your advantage still apply?'
The best CX sequences use a funnel: start with open clarifying questions, then narrow to closed and leading questions that trap your opponent.