Why Don’t You Ask More Questions?

Why don’t you ask more questions? It’s a question that’s been nagging me for a while, as I’ve been busy both exhorting people to do more asking – for example, in this video – and training people to ask specific kinds of questions. And (doh!) one possible answer has just struck me. Presumably, something’s stopping…

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How to use questions in sales

I blogged recently about the magic of questions – about their hypnotic power to direct people’s attention in specific ways. All quite interesting, my readers thought. But how, they asked, can this knowledge be applied, in real, practical terms? One way is to use questions to take people into particular emotional states, by focussing their…

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The magic of questions

Have you ever noticed how magical questions can be? And have you ever wondered how that works? Whenever we are asked a question, we instantly search for an answer: it’s almost a reflex action. And that gives questions – and questioners – phenomenal power. Because by asking the right kind of questions, you can direct…

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Dreams of DiCaprio, guns, bombs and cash

Do you ever dream about guns, bombs, car chases and things that go bang? My head was bubbling with questions after watching the new Leonardo DiCaprio film Inception last night, and to be honest, that one was top of the list. I don’t think I’ve ever dreamt that kind of dream. Have you? There’s a…

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What happened to the parrot?

A former mentor of mine, my old journalism lecturer Gerry Kreibich, has been writing his memoirs online. One of his posts includes an excellent reminder of the need to stay “Clean” when interviewing – that is, to avoid guesses, presuppositions and speculations, to ask simple, open questions in a logical sequence – and how difficult…

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Do consulting skills really matter in IT?

Effective consulting skills are in real demand across the IT sector. In a series of meetings I’ve had with IT directors recently, it’s become increasingly clear to me that the successful 2010 “geek” is increasingly aware of the need to deliver real business value by solving “people problems” as well as technical challenges, and is…

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