Types of questions in the selling environment .pptx

Types of questions in the selling environment .pptx

• 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_c ontext/ # 1 Clarifying questions # 2 Questions that seek to find connnections # 3 Strategic questions # 4 Questions that encourage reflection
• 3.
  # 1 Clarifying questions
• 4.
   To getinformation about a problem, i.e. be curious.  To define the reasons for a problem. Goals
• 5.
   What isthe 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 doyou 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 seekto find connections
• 9.
  Goal To find connectionsbetween persons, objects, actions, perceptions, ideas, feelings, events, beliefs, context.
• 10.
   What relationdo 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 doesperson x get along with person y?  How does person A think about person B? Examples of questions - How
• 12.
   Who doyou 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 questions
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  To influence /lead / help a person do things in new ways, for example by encouraging the person to challenge rules / assumptions. Goal
• 15.
   What haveyou 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 wouldit 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….?  Confrontive questions provoking action
• 17.
  # 4 Questions that encourage reflection
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   To encouragea 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. Goals
• 19.
   Reflecting onwhat 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 wouldbe 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_question s_in_a _coaching_psychology_context/ Edgar Schein. http://www.youtube.com/watch?v=1bknGdA_xdw http://www.scribd.com/doc/34918427/Problem-analysis-met hods