Let customers ask 11 questions from no to yes

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A good problem has solved half of the problem

Lance Armstrong is a magical driver in the professional cycling racing industry, and has won the tour de France champion seven times. However, in the interview program with Oprah Winfrey, he was admitted by him in the form of confrontation and accountability, a series of surgical questions, with four yes, that the seven Tour de France champions rely on drugs, and burst into tears in the program, Confirmed the incident after Armstrong took stimulants

Oprah Oprah's way of asking questions that made the former hero of the fallen altar admit his guilt is the confrontational questions in the 11 questioning models described in the book the power of questioning, which are based on reliable information. This precise and clear yes no confrontational question can produce such an obvious effect. This is art, philosophy, wisdom, communication and performance

if you can't ask the right question at the right time, the result is often counterproductive. The following questioning models teach us how to live in the workplace and life

diagnostic problem: confirm what happened. Theresa Gardner is a nurse who works in the poorest place in the United States. Many patients there are illiterate and don't like to express. Theresa used "how do you feel?" "What are your symptoms?" "How long have you been like this?" "What medicine are you taking now? How much is it?" And other issues to help her diagnose the patient's condition, understand the patient's history ・ · · · · · ·

strategic issues: balance risks and benefits when weighing major decisions. Before investing time and resources to fight malaria worldwide, the bill and Melinda Gates Foundation issued a set of painstaking questions: what lessons can be learned from the previous strategy? What are the implications for future work? What is the essence of the problem? What are the most promising ways to solve the problem? What can we do and what can't we do? Why? What is the compromise? What is the role of our partners? How much money is needed? How do we measure results? What are the risks? ・ · · · ·

empathic questions: let you get closer to people you know or just meet. Betty orestra is a psychologist. She uses empathic questions to help Roger, who is on the verge of marriage collapse due to infidelity, save his marriage: do you want this marriage? Do you want to run this marriage? Have you been treated? Your spouse also feels unhappy, doesn't he? What is your idea of this marriage? Did you say to your spouse, "I think we are in trouble, I think we need help"? ・ · · · ·

confrontational questions: be accountable for each other's behavior. Oprah Winfrey is an internationally famous talk show host. She used four confrontational questions to make Lance Armstrong, the "seventh king of the rings of France", admit that she has been taking stimulants: "have you ever taken banned drugs to improve competition results?" "Do these banned drugs include erythropoietin synthetic drugs (EPO) "Have you ever improved your performance by illegally increasing blood?" "In the tour de France that you won seven times, did you take drugs or illegally increase blood?"

bridging problem: build a bridge between you and people who don't want to talk to you. Barry Barry Spartak is a world-famous risk assessment expert. He teaches agents how to use questions without question marks to ask questions. For Marx, who threatened the president by sending e-mail, he used "it sounds like some actions of the president really annoyed you" instead of "do you intend to murder the president?" To make Marx speak. Use "many people agree with you. Talk about this situation" instead of "why did you send an email threatening the president?" Let Marx say his true intention ・ · · · · ·

interview type question: quickly find the most suitable person from a pile of choices. Shelly stobeck is a partner in a headhunting company. She needs to choose the most suitable president from a list of candidates. In order to check the candidates' understanding of diversity, she used four questions to screen candidates: how do you pursue diversity? How many diverse candidates have you actually hired? Who are they? How do you get strong candidates? How do you train those newly introduced talents

part of the content is extracted from the book the power of questioning





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