2024 Author: Harry Day | [email protected]. Last modified: 2023-12-17 15:43
Closed questions … Used at the stage of checking and confirming information, summarizing. Did I understand correctly that … so?
It is set using intonation so that you can only answer "yes" or "no".
Open questions begin with the words "How?", "When?", "Where?", "For what?", "Why?", "Who?", "What?" They are not evaluative and are directed towards the future, towards new alternatives. In this regard, the question starting with the word "Why?" often does not fit well, since, in answering it, the interlocutor can start analyzing the past, searching for the reasons for what is happening, thus remaining within the framework of the same alternative. Questions "why?" and for what? turn problems into tasks and guide future solutions. On the other hand, a good question would be: "Why is this important for you?"
Have you tried talking to her yet? How did you try to explain your feelings to her?
Can you get some more income? How could you double your income?
Do you like this job? Why is this job important to you?
You can "open up" the question even further by using the plural: "What are the ways? …" or even more by adding the word "some": "What are some of the best ways? …"
Open-ended questions are designed to take a person out not only from a yes / no situation, but in general from any binary situations. People often assess situations categorically - either good or bad; either left or right. However, there is always a whole spectrum of grayscale between black and white. Therefore, we can use "scaling" open-ended questions. For example, to the statement that "this approach is not effective" we can ask: "What, in your opinion, is the effectiveness of this approach in percentage?" And then, "What could be some of the best ways to raise efficiency to …?"
Another vocation of open-ended questions is to lead the client out of “choice-without-choice” situations, when all the alternatives that he sees in front of him lead to adverse consequences for him.
Imagine the classic situation of a Russian hero scratching his head in front of a stone at the crossroads of three roads, on which it is written: "If you go to the left, you will lose a horse, if you go to the right, you will lose money, if you go straight, you will lose your life."
The key word in the question will be the word "more". "What else can be done?"
How many options do you have? Right now?
There are, in fact, not three options, but a great variety
You can go back.
You can go without a road at all, across the field.
You can leave the horse to the servant and walk to the left.
You can build a balloon and fly.
You can use some kind of magic wand or flying carpet.
You can not go anywhere at all, but solve all the issues by calling on your cell phone …
It was a situation where all of the alternatives initially viewed were unfavorable. There may be another situation, when each of the alternatives contains something attractive. In this case, you can ask the question: "What else can be done to get this and that." That is, we break the “or” logic, translating it into the “and” logic. Seeming contradictions can always be resolved by spreading alternatives, for example:
In time: “When is it important for you to get the first one? When is it important for you to get a second? When else?"
In space: “Where would you like to have the first? Where is it important for you to have the second? Why is it important for you?"
By application point: "How else could you use your sense of humor to help you build relationships with others?"
Recommendations when asking questions
1. Ask questions one at a time.
2. Pause after questions.
3. Wait for a response. Refrain from your answers.
4. Listen carefully (actively) to the client.
five. Ask questions in a confident tone of voice.
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