What does it mean to ask purposefully?
Asking targeted questions means using the different types of questions appropriately and in such a way that they support the achievement of my conversation objective.
While open questions (W questions) provide information, closed questions create commitment. Closed questions should rather be used at the end of a topic or conversation. "Can we stay like this?", "Do you agree with this?", "Is this the next step?"
Hypothetical questions ("Let's say ..., how could ...") help with this, Resistance to overcome. Alternative questions (either - or) steer towards decisions.
In our work, we experience again and again that many people find it difficult to genuine interest in the other person and to ask open questions. And what we did to perfection as children, we adults should get into the habit of doing again. Why? Why? Why? Why exactly? This Motif questions tell us something about Drivers and motivators of our conversation partner. If we know these, it is much easier for us to convince the other person of an idea, a service, a project or a product.
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