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The VIVID Selling Operating System

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Question Type Audit

From The VIVID Selling Operating System

The Seven Question Types

Easy (E)

Opens doors, builds rapport. Example: "How long have you been in this role?"

Tough (T)

Surfaces what they're avoiding. Example: "You said it's working, but your energy dropped when you said it. What's actually going on?"

Direct (D)

Extracts specific data. Example: "What's the budget?" "When do you need to decide?"

OR (O)

Guides thinking while preserving choice. Example: "Is this more of a technical challenge or a people challenge?"

Clarifying (C)

Locks on to vagueness. Example: "When you say 'flexibility,' what does that actually look like?"

Loose-Thread Pull (L)

Surfaces incongruence. Example: "You said budget isn't an issue, but you mentioned finance is tightening. Help me understand which one is true right now."

Confused-Skeptic (CS)

Guides toward decision. Example: "You said you're losing revenue, the team is frustrated, and you've seen solutions work. I'm confused—what's making you hesitant?"

Log Your Last 20 Discovery Questions

Write the exact question you asked. Then classify it by type (E/T/D/O/C/L/CS).

Q# The Exact Question I Asked Type Buyer Response (1-5) Advanced? (Y/N)

Your Question Distribution

Industry-specific diagnostic question sequences — with video walkthroughs for each seller/buyer type in your market — are part of the VIVID industry courses. 9 industry-specific courses available — including Real Estate, Insurance, Coaching, Tech Sales, Financial Services, Home Services, Automotive, and High Ticket Closing.

Your audit just exposed your question distribution. If more than 40% of your questions are one type, you're predictable — and predictable means controllable. The paid Complete Discovery Question Bank gives you 60+ questions organized by buyer type across all 7 question categories, so you always have the right question loaded.

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This tool is referenced in Chapter 4 of The VIVID Selling Operating System
Discover Your Gaps