Leading questions can be manipulative, and frequently come over as “salesy.”
The problem with leading questions is that they tend not to get information or understanding; rather, they are designed to get a desired agreement:
You wouldn’t want to do it like that would you?
Sounds like this is causing you significant pain, right?
If our solution were to generate an additional $1 billion in revenue, you’d probably want it wouldn’t you?
Nonleading questions allow for open, mutual exploration. World‐ class consultants know that additional insight into complex business issues frequently relies on the discovery of differing opinions and perspectives, so leave yourself and your client open to all possibilities.