Communication skills

The Art of Asking Questions

The right question at the right moment: how to use questions to uncover needs, spark thinking and build trust.

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Duration

3 days, 24 hours

Format

In person / online / hybrid

Learning outcomes

framing questions that fit the purpose of the conversation
uncovering needs and hidden concerns with follow-up questions
avoiding leading questions and several questions in one, and using pauses and active listening after the answer
the types of questions: open and closed, clarifying, probing and follow-up questions, and when each one fits

About the course

The art of asking questions is the ability to frame the right question at the right moment and truly listen to the answer. A good question helps you understand the other person’s needs, uncover the real cause of a problem, spark thinking and build trust. During the course, participants will get to know the types of questions, learn to frame open, clarifying and probing questions, apply the funnel technique, Socratic questioning and the GROW model, and practise the skills they have gained in both work and everyday situations.

Who it is for

This course is designed for everyone whose work is built on conversation: managers, HR professionals, sales and customer service staff, teachers, trainers, mentors and consultants. It is also suitable for those who want to understand the people they talk to more deeply and avoid misunderstandings.

Learning outcomes

Knowledge

the types of questions: open and closed, clarifying, probing and follow-up questions, and when each one fits
the principles of Socratic questioning and the funnel technique
the role of questions in coaching, negotiation and problem solving (the GROW model)

Practical skills

framing questions that fit the purpose of the conversation
uncovering needs and hidden concerns with follow-up questions
avoiding leading questions and several questions in one, and using pauses and active listening after the answer

Why choose this course

We often rush to answer or give advice without understanding what the other person really needs. The right question saves time, prevents misunderstandings and opens up new solutions.

Research shows that people like conversation partners who ask more questions, especially follow-up questions, because these show that the person is really listening.

If you want your conversations to be more effective and your relationships to be built on trust, this is the right choice.

Frequently asked questions

Why is asking questions an art?

Because what matters is not only asking, but what, how and when we ask. The same question can open a conversation or close it, depending on the wording, the tone and the moment.

What will I learn on the course?

You will learn to tell the types of questions apart, frame open and probing questions, use the funnel technique and the GROW model, and listen to the answer and build the conversation around it.

Who will benefit most from this course?

Managers, sales and service staff, HR professionals, teachers, and everyone for whom conversation is a key tool at work.