Types of Questions: The Fundamentals

Effective questioning and listening demonstrate the art of tuning into the client’s verbal and nonverbal communications and responding with questions that uncover deeper issues and insights that eventually reveal the client’s problem. Effective consultants ask questions all the time, of many people and about many different things. However, to be really effective, consultants need to be thoughtful and strategic about the questions.

To be strategic, consultants must consider the form of the questions, their content, and the sequence in which they are asked. In this manner they can develop a question strategy in advance of the client meeting and so be much better prepared. As a result, the needs assessment conversation ...

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