Argumentation Techniques
Funneling Technique
Start with broad, open questions and progressively narrow down to specific, actionable details.
What it is
Before & after
“Jumping straight to specific details without context, staying too broad without getting actionable.”
“Starting wide: 'What's your vision?' Then narrowing: 'What would success look like in 90 days?'”
When you’ll use it
Requirements gathering: 'Tell me about the project' → 'What specific outcomes matter most?' → 'By when do you need result X?'
Root cause analysis: 'What's happening?' → 'When did this start?' → 'What changed right before that?'
Sales discovery: 'What's driving this initiative?' → 'What's your budget range?' → 'Who else needs to approve this?'
Performance reviews: 'How do you feel about this quarter?' → 'Which project was most challenging?' → 'What support would help?'
Pro tip
Think of an upside-down pyramid: broad at the top, specific at the bottom.
Questions & answers
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