When trying to discover what applicants will commit to doing, which approach is advisable?

Starting with broad questions and narrowing down is advisable because it encourages open dialogue and allows applicants to express their thoughts and feelings more thoroughly. This approach helps to build rapport and often uncovers deeper insights into their motivations, commitments, and priorities. By initiating the conversation with broader questions, you provide a relaxed environment where applicants can provide detailed responses and elaborate on their experiences or expectations. As the discussion progresses, gradually shifting towards more specific inquiries helps to clarify and pinpoint exact commitments the applicants may have, leading to a more comprehensive understanding of their intentions and willingness to engage.

In contrast, asking only yes/no questions can limit the depth of the responses you receive, as it does not encourage applicants to elaborate on their thoughts. Making assumptions about their needs limits your ability to truly understand what they are looking for, potentially resulting in misalignment with their goals. Avoiding silence can hinder the natural flow of conversation; sometimes, pauses can encourage reflection and allow applicants to provide more thoughtful and meaningful responses.