“Judge a man by his questions rather than by his answers.” ― Voltaire
Once you know what kind of information you need and who to ask, you have to ask your questions the right way. The right way means the way that gets you the most valuable information possible. Here are some questioning techniques to get that valuable information out into the open…
1. Ask Open Questions
An open question is one that cannot be answered by a short, yes/no type of response. Using an open-ended question, you get insights and additional information you might not have even thought about. Questions with “who,” “what,” “where,” “when,” “how,” or “why” lead to people giving more detailed answers..
2. Ask Probing Questions
Always consider using follow-up or probing questions. Ask a follow up question such as, “What makes you suggest that?” or “Why do you feel that way?”
Assume you are talking to a colleague who tells you that another team member has been very uncommunicative. A question such as “What do you mean he is uncommunicative?” will lead you to the real facts. It may not be because the person is necessarily being difficult; it might just be the person not being accessible in the last 2-3 days. Follow up questions like this give you additional and valuable insight.
3. Don’t Interrupt
Don’t interrupt the person with whom you are talking. First, it tells the person you don’t value what they are saying. Interrupting someone enforces your agenda and stops their train of thinking. It is possible you might miss out on something the person would have told you had you not interrupted.
Finally, remember that asking the right questions is a skill that requires practice. But it is worth the effort. If you want valuable information, you have to ask good questions.
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