When we're conducting research meetings, we are often challenged to ask different and interesting questions. It's easy to fall into a rut and ask the same old questions in the same old way. Unfortunately, it could then be easy for the research contact to find the call less compelling than we would like.

Here's an unusual type of question we can ask to change things up a little - the assumptive question. A typical assumptive question is, "The economy is tough, but your company always comes through, doesn't it?"

This is a good question for a few reasons. First, it's different. It doesn't sound like the same old thing, so it provides a nice change of pace. Second, it can provide a smooth launch into a new topic. It's an easy way to build on something the contact just said, and move into a new arena of research. Lastly, you can use this type of question to size up the person you are talking to. If the contact jumps on an assumptive question and answers with enthusiasm, that person may be a strong coach candidate. If you get little more than a shrug of the shoulders from a contact when you ask this type of question, you know you're going to have to work hard to get good answers and insights from them.

Of course, this type of question needs to be research based. You would hate to ask the above question, and have them tell you that they haven't made quota for four years!