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Trusted Advisor

By John Airey

A set of skills and practices to help you utilise the concept of 'Trusted Advisor'

John Airey

John Airey

Senior Technology Consultant
Trusted Advisor: Part 2


Questioning Types

The below are some of the questioning types we might employ, with a simple traffic light system.

Red = Avoid

Amber = Use Sparingly

Green = Go!

Open Questions

Open questions are the aim for the trusted advisor, trying to get the most information out of a client and get them talking to you.

Think of questions that start:

  • How?
  • What?
  • Why?
  • When?
  • Who?
  • Where?
  • Please describe …
  • Tell me about …


The attached handout will help you practice these open questions in groups.

Trusted Advisor - Open Questions