Asking Questions

Asking the right questions at the right time helps you understand others, get to the heart of a matter, and build stronger relationships. It’s a skill that takes practice, especially in sales, service, or leadership roles. When used well, questions aren’t just tools—they’re connectors.

Types of Questions

There are two core types of questions—open and closed—but many variations serve specific purposes. Here's a breakdown:

Open Questions

Start with What, Why, When, Where, Who, How. These encourage people to talk and share more detail.
Example: “How do you handle difficult customers?”

Closed Questions

Can be answered with a simple “Yes” or “No.” Good for confirming facts.
Example: “Did you attend the meeting yesterday?”

Clarifying Questions

Help confirm or restate something to ensure mutual understanding.
Example: “Are you saying the schedule doesn’t work for you?”

Developmental Questions

Encourage elaboration or deeper insight.
Example: “Can you give me an example of what went wrong?”

Testing Questions

Used to assess opinions or confirm positions.
Example: “Is that something you’d be comfortable trying?”

Mirror Questions

Repeat a key word or phrase to prompt more detail.
Example:
“We’re short on materials.”
“Materials?”

Closing Questions

Wrap things up or move toward action.
Example: “So, would you like to move forward with that option?”

Core Questioning Framework: WOQ, NOQ, TOQ, SOQ

This framework helps you categorize and apply the right type of question for different situations:

WOQ – Wide Open Questions

Great for building conversation.
Example: “Tell me about your current role.”

NOQ – Narrow Open Questions

Focused but still open.
Example: “What tools do you use daily?”

TOQ – Two Option Questions

Help move someone toward a decision.
Example: “Would you prefer Option A or Option B?”

SOQ – Single Option Questions

Confirm something with a yes/no answer.
Example: “Are you available this Friday?”

Using the Funnelling Technique

The funnel technique helps uncover the root issue by starting broad and narrowing down:

  1. Open Broadly: Start with a general, open-ended question.
  2. Listen for Cues: Note keywords or emotions.
  3. Probe: Ask for specifics based on what you heard.
  4. Confirm Understanding: Recap what you’ve learned to check clarity.

Example:
You: “How did your last training go?”
Colleague: “It was okay, but the group was quiet.”
You: “What do you think made them quiet?”

Practice & Improve

To sharpen your questioning skills, download our full training package on Communicating With Clarity & Impact. It includes trainer guides, activities, and slides ready for use in any session.

Want a fun way to understand your communication and behavior style? Try our free personality style quiz.

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