Art of Questioning Dr.Ibrahim Khaleel

8/7/2019 Art of Questioning Dr.Ibrahim Khaleel

1/32

Dr.Ibrahim Khaleel


2/32

Dr.Ibrahim Khaleel Julphar


3/32



4/32

What questions can you drawout from the image?



5/32

The unexamined life is not worth

living the most important thing is

to ask question.



6/32

Socrates

()Dr.Ibrahim Khaleel Julphar


7/32

"I knowyouwon't believe

me, butthehighestform

ofH

umanEx

cellenceis

to

questiononeselfand

others."



8/32

Definitions

Purpose of Questions.

The components of a Question.

Types of questions.

Language of Questions.

Composing Powerful Questions during each

stage of a Sales Call.



9/32

An expression ofinquiry that invites or calls for a reply.

A subject or point open to controversy; an issue.

A point or subject under discussion or consideration.

The act of bringing a proposal to vote.Uncertainty; doubt.


10/32

` Icebreaking.

` Dialogue stimulation/ discussion.

` Probing/unearthing need.

` Creating / clarifying of doubt.` Increasing awareness.

` Winning support.

` Everything.



11/32

Components of a Question

VERBAL NON-

VERBALSmile

Facial

expressions

Body

languageEyes



12/32

Factual

Convergent

Divergent

Evaluative

Combination



13/32

` Soliciting reasonably simple, straight forward

answers based on obvious facts or awareness.

` Basically close ended questions.

` EXAMPLE:-What is your Drug ofchoice in LRTI?



14/32

` Answers to these types of questions are usually

within a very finite range of acceptable accuracy

` These may be at several different levels of

cognition.

x Example:-

What antibiotics do you prefer in a LRTI?



15/32

` These questions allow to explore different

avenues and create many different variations and

alternative answers or scenarios.x

Example:- What do you think would happen ifwe

cannot contain the spread of H1N1?



16/32

` These types of questions usually

require sophisticated levels of

cognitive and/

or em

otional judgment.

x Example:-

x What do you think about the purpose of Hejab

and the American way of dressing?



17/32

` These are questions that blend any combination of

the above.



18/32

Open Ended (Divergent)

Close Ended (Factual/Convergent)

Benefit Tag (Convergent)

Choice Tag (Convergent)



19/32

` HOW DO YOU1. Ask a general question.

2. Ask someone for information

3. Give yourself time to answer a question.

4. Refuse to answer.

5. Give yourself time to think by asking another question.



20/32

` Would you Mind..?

` I was wondering if you ?

` May I ask ..?

-Unchallengeable.

-Usually comes out with a positive response.



21/32

` Could you be a little more precise?

` Would you care to elaborate on that?

-Very important in probing.-To unearth specific details.

-Usually s plurals are not used.



22/32

` Thats a Very important question.

` Im glad you asked that question.

` Thats a difficult question to answer.

-Standard questions like the above gives you more

time to answercomplex/complicated questions.

-Helps you give an unclear answer.

-Makes the other feel happy and you unhappy.



23/32

` Well its rather difficult to say at present.

` Im sure I can refer and get back to you.

-Helps you to say no politely.-Helps you answer a question you dont know the

answerof.



24/32

` It depends on what you mean by.

` Im not quite sure what you mean by that..

-Rephrasing and paraphrasing-Helps in understanding and handling objections.

-Gives you more time for answering questions.

-Makes the customer to be more specific.



25/32

` At the Beginning of a Sales Call.

` During the Initial Stages.

` Towards the end.

` Closing and Commitment.



26/32

Plurals are used to invite multiple rather than

singularconcepts

(Use during Opening)

x What features do you expect from an antibiotic for dental

infections?

xWhat ideas do you have?

x What outcomes do you seek?

x What alternatives are you seeking?



27/32

Words are selected to express tentativeness

(Use during the initial stages)

x What may be the reason you prefer the drug for this indication?

x What may indicate successful completion?

x What hunches do you have that may explain this situation?



28/32

Invitational stems are used to enable the behaviour

to be performed

(Use during Final Stages)x As you agreed on

x As you think about

x As you consider



29/32


30/32

S

TART WITH A FACTUAL QUES

TION

PROBE USING OPEN ENDED

CLARIFY USING CLOSE ENDED QUESTION

SUPPORT WITH CONVERGENT QUESTIONS

REINFORCE AND GAIN COMMITMENT USING

BENEFIT TAG QUES

TIONS


31/32

1. Ask Challenging Questions.

2. Ask Well-Crafted, Open-EndedQuestions .

3. Ask Uncluttered Questions .

4. Learn to Wait.



32/32


Art of Questioning Dr.Ibrahim Khaleel

Documents

Transcript of Art of Questioning Dr.Ibrahim Khaleel