“How are you?”
“Fine.”
We all know that’s rarely the whole truth. Most of us are skilled at managing impressions—especially during interviews. That’s why, as a sales leader or recruiter, you can’t stop at surface-level answers. You have to dig deeper. And that’s where layered questions come in.
What Are Layered Questions?
Also known as probing, elaboration, or nested questions, layered questions are follow-ups designed to uncover the real story behind a candidate’s initial answer. Not because people are lying—but because their first response is often incomplete, rehearsed, or overly polished.
Why Layered Questions Matter in Sales Recruiting
Candidates, like all of us, are used to protecting how they’re perceived. That makes it difficult to get honest insight into their character, attitudes, motivation, or personality—all essential traits for high-performing salespeople.
Layered questions help you go beyond the résumé and reveal the truth.
Example: Testing Money Motivation
If your reps earn $175K–$400K+, and you want to understand a candidate’s drive, start with this:
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Anchor question: “What’s the minimum you’d need to earn to join us?”
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Layer 1: “What do you really want to earn?”
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Layer 2: “What happens if you don’t earn within that range?”
This sequence helps you uncover whether they’re truly motivated by income—or just saying what they think you want to hear.
Example: Concern for Others
To evaluate empathy, try:
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Anchor question: “What’s something you most enjoy doing for others?”
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Layer 1: “What do you like about that?”
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Layer 2: “Why do it?”
Their answers will help you spot genuine care versus superficial responses.
Bonus Benefit: People Like You More
A 2017 Harvard study found that asking a question and then two follow-up questions—known as the Three Question Rule—makes people perceive you as more likable and understanding. It also improves your listening skills and helps others feel heard.
Use Layered Questions Everywhere
Whether you’re interviewing candidates, coaching a rep, or connecting with your spouse or kids—layered questions work. They help you get to the truth, uncover motivations, and build stronger relationships.
Final Takeaway
If you’re using the Recruit the Best System™, layered questions are one of the most powerful tools you can master. They don’t just help you make better hiring decisions—they help you become a better leader, coach, and communicator.
Ask deeper. Listen better. And lead stronger.