Types of questions in the selling environment .pptx

Shares on 4 different types of questions

1. Different Type of questions

2. Source Tomm, 2001, p. 179 ff. http://www.centernorth.com/index.php?/articles/text/reflexive_questions_in_a_coaching_psychology_context/ # 1 Clarifying qu est i o n s # 2 Questions that seek to find connnections # 3 Strategic qu est i o n s # 4 Questions that encourage reflection

3. # 1 Clarifying q u es t io n s

4. To get information about a problem , i.e. be curious. To define the reasons for a problem . G o als

5. What is the problem in one word / sentence? What exactly happened? Which events led to the problem? What kind of help do you need? How did the problem happen? How is…. done at the company? Who did what? Where did it happen? When did it happen? Questions to define the problem

6. Why do you think it happened? Ask 5 x why . Could it be that it happened because ..…? Why are the values of the company not practiced in interaction with customers? Questions to define reasons for the problem

7. http://www.scribd.com/doc/34918427/Problem-analysis-methods

8. # 2 Questions that seek to find connections

9. G o a l To find connections between persons, objects, actions, perceptions, ideas, feelings, events, beliefs, context.

10. What relation do you see between events A and B? What relation do you see between what person x did and….? What connection do you see among activities? What impact will the activities launched have on customers and people who work for the company? Examples of questions - What

11. How does person x get along with person y? How does person A think about person B? Examples of questions - How

12. Who do you think worries the most about this problem? This seems to be a problem for you. For whom is it not a problem? Examples of questions - Who

13. # 3 Strategic q u es t io n s

14. To influence / lead / help a person do things in new ways, for example by encouraging the person to challenge rules / assumptions. G o a l

15. What have you done to solve the problem? What do you intend to do to solve the problem? What is the most important question you could ask yourself in order to make situation x really great? What alternative solutions do you see? Open questions

16. What would it mean for your life, if you don’t …..? If you had a meeting with the people in 1 hour, what would you do dramatically differently – compared to how you have held meetings earlier? If you take step # 1, what would your step # 2 be? Have you thought of the following possibility:…? How about doing…? Does person A need to do activity B in that way? Why don’t you….? Here’s what you do:… Confrontive questions provoking action

17. # 4 Questions that encourage reflection

18. To encourage a person to think / reflect about his/her own way of doing things? To help a person discover himself / herself in new ways. To call forth personal or tacit knowledge. G o als

19. Reflecting on what you have done, what do you think you did well? Looking back, what would you have done differently? Reflecting on the experience you had, which personal values of yours have become more important for you?

20. What would be different in your life, if ….? How do you think others experience the conflict you are having with your colleague? Think of someone you truly respect and admire. What would he / she do in your position? What is blocking you from doing ….? How did it make you feel, when ….. happened? How can I challenge you – while you still feel that I am being respectful?

21. Some sources http://blogs.hbr.org/cs/2012/11/to_have_the_most_impact_ask_qu.html http://business.financialpost.com/2012/01/14/coaching-advice-from-the-pros/ http://www.centernorth.com/index.php?/articles/text/reflexive_questions_in_a _coaching_psychology_context/ Edgar Schein. http://www.youtube.com/watch?v=1bknGdA_xdw http://www.scribd.com/doc/34918427/Problem-analysis-methods