There are primarily three types of questions:
Elementary Questions often begin with:
"What is...?"
"When do you ...?"
"Who will be...?"
"How do you currently ...?"
• Elaborative Questions—Usually open-ended, these questions ask the prospect to elaborate on the basic information you've already obtained by considering the significance of that information.
Elaborative Questions may begin with:
"Which...?"
"How do you feel about...?
"What will it mean to you if...?"
• Evaluative Questions—Usually closed-ended, these questions enable you to check your progress at different points in the discussion.
Examples of Evaluative Questions:
"Does that make sense?"
"How does that sound to you?"
"Have I addressed your concern?"
