Asking Questions vs. Telling Main Benefits VadiK Inventor Author Founder   His Majesty QUESTION as a master key for various locks. Questions are also an impactful communication tool that helps engage prospects.     Engaging people Provocative, searching, and coaching questions can turn people from those resisting change to those creating change.   Questioning Culture 'Why? What If?' Questions     Better listening, deeper understanding All too often, while you are talking, your prospect is not listening but thinking about what s/he is going to say. A well-posed question is more thought-provoking than a clever answer. When you ask questions, you make your prospect think in the direction you propose.   Active Listening Types of Questions Socratic Questions Waltz Up through Understanding     Establishing rapport Establish rapport and trust by eliciting ideas from others and thus expressing how much you care about them and value their point of view. Clarifying Powerful clarifying questions can help solve big problems and resolve conflicts. Such questions can also prevent big problems and conflicts if asked timely.      Higher motivation, better follow-up The right answer will not be imposed by you, it will be found and owned by your prospect, who, thus, will be more motivated to follow it up   Result-oriented Communication Coaching: GROW Model   Slides   Result-oriented Communication   Notes   Questioning Assmuptions Learning SWOT Questions Question-based Selling Coaching Coaching by Asking Questions Ask/Tell Repertoire Self-Coaching Achievement-focused Self-Coaching: 6Ws Questions NLP Self-Coaching Questions