When you’re networking or working with prospects, one of the easiest ways to keep the conversation moving is to stop asking yes/no questions. Instead, use what we call a “which pitch.” The whole idea is that every question should have two good answers—both of which move things forward. So instead of saying, “Want to meet again next week?” try, “Looks like we should keep this going—would earlier or later in the week work better for you?” It’s a small shift, but it changes the tone. You’re not asking if they’re interested. You’re assuming they are, and just giving them an easy way to stay engaged.
Back when I was selling gym memberships to get through college, the classic line would be “Would the paid in full discount work better, or are you thinking about monthly payments?” Here’s some other examples:
“Does it make more sense to start now, or the beginning of next month?”
“Does warranty A or B feel like a better fit.”
“Is it better for me to follow up with a text or email?”
This works especially well in those early, slightly fuzzy stages of a conversation—when someone’s interested but not quite committed. Giving two good options makes the decision feel simple and natural. No pressure, no awkward pause. You’re just keeping things in motion. It’s not about control—it’s about momentum. And momentum is what turns small talk into meaningful next steps.
