There are no bad questions, but some questions are better than others. As a promo pro, it matters what kinds of questions you ask. They can help you qualify leads and build rapport. Thoughtful questions can generate new ideas and uncover hidden objections. You can either have a fantastic conversation or one that leaves you with no new information — and it comes down to asking good questions.
Writer Leonardo Capita crafted a piece for The Muse blog that explains the art of asking good questions, which include open-ended, clarifying and follow-up questions. We share his insight in this issue of PromoPro Daily.
Ask one question at a time. Simplicity and clarity are key to asking good questions. A single, well-structured question is easier to understand and answer than flinging multiple questions at once. Capita says asking one question at a time also allows for thoughtful and thorough responses.
Balance specificity and openness. It can be a delicate balance, but good questions require you to be specific without being too narrow. Capita recommends using broad questions to get the conversation started or gather general opinions and then focus on targeted questions when you want detailed feedback or you’re addressing specific concerns.
Let people answer fully. Give people time to collect their thoughts and respond to your questions. If you interrupt them or rush them along, they may lose their train of thought or refrain from elaborating further. Capita advises pausing a few seconds after someone finishes speaking. This small gap can encourage them to clarify their response or share additional thoughts.
Be an active listener. Asking good questions is only half the equation, Capita says. You also need to listen actively to the answers. This allows you to understand the speaker’s perspective and form thoughtful follow-up questions. Try summarizing their answer in your own words by saying, “So, I’m hearing the main challenge is XYZ?”
Asking better questions can open up conversations. You’ll get the information you need and show your prospects and co-workers that you care about their goals and challenges. It’s also a subtle yet powerful way to demonstrate professionalism and curiosity. By posing thoughtful questions, you position yourself as a problem-solver. People will naturally want to talk to and work with you.
Compiled by Audrey Sellers
Source: Leonardo Capita is a journalist with nearly a decade of experience covering topics including professional growth and career advice. He contributes to The Muse blog.
