- Is the answer to every question you ask “it depends”?
- Is it hard to form rapport with potential clients?
- Do you find your efforts all too often ineffective?
Perhaps you are asking and trying to solve the wrong questions. We talk about questions a lot, but it's rare that any effort is spent forming better questions, let alone great questions.
Great Questions can:
- Provide critical information in their answer.
- Make your solutions and effort much more effective and cost efficient
- Allow you to build rapport with clients, staff, management and stakeholders
- Improve your negotiating and persuasion skills
In this event we explored:
- The difference between a good question and a great question
- The rewards and the costs of your questioning ability
- Whether there's methodologies for questions you can apply
- The Question as part of a larger conversation
Soozey Johnstone – Method 9
Tracey Rankin – Alchemy Research
Jeremy Yuille – Meld Studios
Moderator: Brendan Lewis – Founder of the Churchill Club
- Always keep in mind the outcome or objectives you’re trying to achieve whilst asking questions
- Consider the target audience – how do you need to frame questions for them specifically
- Listen - don’t interrupt. Be present and engaged
- Plan, plan, plan
- Non-verbal cues and the rapport you build with a person are just as important. Make respondents feel comfortable as they’re more likely to open up
- Only use open ended questions (that won’t generate yes/no answers) and avoid double barrelled questions (where you’re asking two questions in one)
- Avoid order bias. What you discuss first can impact the answers you get later on, particularly if you’ve made someone defensive.
- Be conscious of your own bias, judgements and emotional state
- Consider where you ask questions. If it’s a curly conversation, consider getting out of a small enclosed room – try a café or out walking
- Silence is the most powerful question of all. It can be a far more effective way to gather information as people always look to fill in the gap.