Power of Questions
Benefits of Questions:
Demand Answers
Stimulate Thinking
Provide valuable information
Get people to open up
Leads to quality listening
Persuades people
Why don’t we ask more questions?
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Emotional; Not thinking clearly
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Unengaged
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Inferior to someone with more knowledge(ill equipped)
Quality questions get quality answers
Defining the question:
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What do I gain by asking? What is thepurpose
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Who am I asking?
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What is the right time or occasion to ask?
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What will the impact of the question be?
Closed Questions precludes furtherdiscussion.
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Can be used to steer an undirecteddiscussion
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Do not stimulate thought
Open ended Questions…
Encourage discussion and opinions
Requires a more in-depth response
How do you know…
What are you doing about…
What did items did you perform…
What do you know about the company…
What can we change…
How did you come to this decision…
What is the rationale for the decision…
What could’ve I’ve done differently…
Open Ended Questions
How…
What…
Could..
General to Specific
Do you like…
What do you like about…
What three things you found most strikingabout…
Assumptive Questions
Make assumption about something
Leading Questions
Contaminated Questions – suggests itsown answer
Indirect Questions
Objectives of Questions
To open a discussion
To call attention to a point, an idea, a factor a situation
To get information
To test ideas
To keep a discussion to the point
To summarize or end a discussion
To bring out opinions
To bring out reactions to a point made
To suggest an action, idea, or decision
Probing Questions:
Describe…
Why do you prescribe this over another…
Explain…
Can you clarify…
Can you elaborate
Can you explain…
Help me understand…
Can you tell me…
Getting the wrong information:
Wastes time
Cannot separate information fromirrelevant data
We miss opportunities
We get false leads
Misled by own assumptions
Misjudge people’ motivationsSolving Questions
Who:
Are you the person I need to speak to forinfo?
Who can give me the information I need?
Who has authority to sign off this?
Where:
What is the exact location?
How far is it?
What room?
Where:
(time)
What specific time shall we meet?
When do I leave?
When do you need this completed?
What:
What is the problem we face?
What can be done?
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