In our last vlog we looked at active listening, what the definition was, and how you could respond to what is being said, what isn’t being said, and to read between the lines.
Today we’re going to be looking at responding to what is being said by using three styles of questioning.
- Open questions
- Closed questions
- Probing questions
So first, let’s break this down to make it really easy…
Let’s look at asking open questions
An open question would be:
- “How are you?”
- “What are you thinking?”
- “What would you like to do next?”
Now, this requires the other person to give you much more information and could lead you anywhere. But it also gives you information that will allow you to sell more, and to be more influential.
It’s laying out that information before you from the other person, so you can then choose which avenue you’re going to take next.
Join me in the next vlog where we’re going to be looking at closed questions, what that sounds like, and when it’s appropriate to use.