Responding to Questions and Inquiries
Yes/No Question Type
 Affirmative
100% True/correct
 Semi-Affirmative
Partially true/correct but
conditions or requirements
apply
 Unsure/Unclear
 Variable （It depends on
/If..）
There are various outcomes
and possibilities. Describe
the results of each choice.
 Semi-Negative
Lightly negative. Offering a
suggestion keeps the mood bright.
 Negative
100% No. Give a logical
explanation why this is the case.
A: I heard Japan has the 3rd highest GDP. Is that true?
B: Yes, you’re exactly right. Previously, Japan had the 2nd highest
GDP but was overtaken by China in 2010 I believe.
*Hint: Rather than just say one sentence, add more detail if you
have knowledge about the subject.
A: I was wondering if you could send me an estimate for the cost of
your services right away.
B: Well, we offer a range of services and I believe I can give you an
estimate by this afternoon. But first, I’ll need to ask you some
questions to find out which services would be most beneficial for
you. From there, I can give you a general cost estimate.
A: (Train accident occurred) Will the train start moving soon? I’m
in a hurry..
B: Honestly, it’s hard to say at this time. They are making sure
everything is safe at a station up ahead. Usually this kind of
problem is solved within 10 minutes or so.
A: What’s the best way to get to Shibuya from Narita Airport?
B: If you prefer reserved seating, a quick comfortable ride, and
plenty of space for your luggage, I recommend taking the Narita
Xpress from the Airport which goes directly to Shibuya.
However, if you are on a budget you can take the Keisei line from
Narita and transfer to the Yamanote line at Nippori.
A: Is wasabi really spicy?
B: In my opinion, it’s not that spicy but why don’t you try a little
taste and see for yourself?
A: We are from Denmark and we want to party! We are thinking
to go to a Huka bar in Roppongi. Have you been there?
B: No, I’ve never been there, but actually I think that’s probably a
bad idea. The employees at those types of bars are deceptive and
can’t be trusted. You will likely end up paying much more than you
expect.
Open-ended Question Type
“An open-ended question is designed to encourage a full, meaningful answer using the
subject’s own knowledge and/or feelings,” in order to avoid a simple “Yes” or “No.”

1. Cats or dogs? Which are better and why?

2. So, you have a 1 week vacation? What kinds of things would you like to do or see?
3. I want to eat sushi, but I don’t have a large budget. Where should I go?
4. In your experience, which country has the best (tourist attractions, beaches, food, etc)
5. I want to try Japanse Sake/Beer/Whiskey… which do you recommend?
6. What’s the best way to reach customers in Japan?
7. I don’t really like fish. I want to eat some meat and I can’t read the menu…
8. This information looks good, but how do I know I can trust your company?
9. If we implement this marketing strategy, can you guarantee it will increase our sales at least 20%?
10. What do you think is the biggest problem in society, in Asia, in the world, etc.

Sales Tactics: Building Rapport 戦略

1. How’s business?

2. What have you been up to?

3. Do you have any plans for….. your day off ? … this weekend?

Qualifying and Closing

1. So, what can I help you with?
2. What don’t you like about your current service provider/product?
3. What outcome/result are you looking for?
4. What’s the biggest obstacle preventing you from reaching your goals?
5. Does this sound like what you have in mind? (repeat back to them what they’ve said
6. What are your main concerns?
7. What are the restrictions on this project, from your side?
8. Why do you feel now is not the best time to buy?
9. What other factors have we not discussed? Do you have any other questions for me
while I start writing this up?
10. Can any of our other services assist you, besides what we talked about today?
11. Would you like option A or option B?
12. When would you like to meet again?
13. Have I answered all of your questions today?