THE ART OF QUESTIONING

Dr.Ibrahim Khaleel
Dr.Ibrahim Khaleel Julphar
Dr.Ibrahim Khaleel Julphar
What questions can you draw
out from the image?

Dr.Ibrahim Khaleel Julphar

The unexamined life is not worth –
living… the most important thing is
to ask question….

Dr.Ibrahim Khaleel Julphar

Socrates
(Σωκράτης)
Dr.Ibrahim Khaleel Julphar
"I know you won't believe
me, but the highest form
of Human Excellence is to
question oneself and
others."

Dr.Ibrahim Khaleel Julphar

 OBJECTIVES
Definitions
Purpose of Questions.
The components of a Question.
Types of questions.
Language of Questions.
Composing Powerful Questions during
each stage of a Sales Call.

Dr.Ibrahim Khaleel Julphar

 DEFINITIONS
An expression of inquiry that invites or calls for a reply.
A subject or point open to controversy; an issue.
A point or subject under discussion or consideration.
The act of bringing a proposal to vote.
Uncertainty; doubt.
 PURPOSE OF QUESTIONS
 Icebreaking.
 Dialogue stimulation/ discussion.
 Probing/unearthing need.
 Creating / clarifying of doubt.
 Increasing awareness.
 Winning support.
 Everything.

Dr.Ibrahim Khaleel Julphar

COMPONENTS OF QUESTIONS

Components of a Question

VERBAL NON-
Smile VERBAL

Eyes Body
language
Facial
expressions

Dr.Ibrahim Khaleel Julphar

TYPES OF QUESTIONS

 Factual

 Convergent

 Divergent

 Evaluative

 Combination

Dr.Ibrahim Khaleel Julphar

1. Factual
 Soliciting reasonably simple, straight forward
answers based on obvious facts or
awareness.
 Basically close ended questions.
 EXAMPLE:-

What is your Drug of choice in LRTI?

Dr.Ibrahim Khaleel Julphar

2. Convergent
 Answers to these types of questions are
usually within a very finite range of
acceptable accuracy
 These may be at several different levels of

cognition.

 Example:-
 What antibiotics do you prefer in a LRTI?

Dr.Ibrahim Khaleel Julphar

3. Divergent
 These questions allow to explore different
avenues and create many different variations
and alternative answers or scenarios.
 Example:-
 What do you think would happen if
we cannot contain the spread of
H1N1?

Dr.Ibrahim Khaleel Julphar

4. Evaluative
 These types of questions usually
require sophisticated levels of
cognitive and/or emotional
judgment.
 Example:-
 What do you think about the purpose of
Hejab and the American way of dressing?

Dr.Ibrahim Khaleel Julphar

5. Combinations
 These are questions that blend any
combination of the above.

Dr.Ibrahim Khaleel Julphar

SALES CALL QUESTIONS

 Open Ended (Divergent)

 Close Ended (Factual/Convergent)

 Benefit Tag (Convergent)

 Choice Tag (Convergent)

Dr.Ibrahim Khaleel Julphar

 LANGUAGE OF QUESTIONS
 HOW DO YOU
1. Ask a general question.
2. Ask someone for information
3. Give yourself time to answer a question.
4. Refuse to answer.
5. Give yourself time to think by asking another
question.

Dr.Ibrahim Khaleel Julphar

I} Asking general Questions
 Would you Mind……..?
 I was wondering if you …?
 May I ask …..?

-Unchallengeable.
-Usually comes out with a positive response.

Dr.Ibrahim Khaleel Julphar

II} Asking for Further Info.
 Could you be a little more precise?
 Would you care to elaborate on that?

-Very important in probing.

-To unearth specific details.
-Usually “s” plurals are not used.

Dr.Ibrahim Khaleel Julphar

III} Playing for Time
 That’s a Very important question.
 I’m glad you asked that question.
 That’s a difficult question to answer.

-Standard questions like the above gives you

more time to answer complex/complicated
questions.
-Helps you give an unclear answer.
-Makes the other feel happy and you unhappy.

Dr.Ibrahim Khaleel Julphar

IV} Saying Nothing
 Well it’s rather difficult to say at present.
 I’m sure I can refer and get back to you.

-Helps you to say no politely.

-Helps you answer a question you don’t’ know
the answer of.

Dr.Ibrahim Khaleel Julphar

V} Questioning
 It depends on what you mean by….
 I’m not quite sure what you mean by that..

-Rephrasing and paraphrasing

-Helps in understanding and handling
objections.
-Gives you more time for answering questions.
-Makes the customer to be more specific.

Dr.Ibrahim Khaleel Julphar

COMPOSING POWERFUL QUESTIONS
 At the Beginning of a Sales Call.

 During the Initial Stages.

 Towards the end.

 Closing and Commitment.

Dr.Ibrahim Khaleel Julphar

COMPOSING POWERFUL QUESTIONS

Plurals are used to invite multiple rather than

singular concepts
(Use during Opening)

 What features do you expect from an antibiotic for dental

infections?
 What ideas do you have?
 What outcomes do you seek?
 What alternatives are you seeking?

Dr.Ibrahim Khaleel Julphar

COMPOSING POWERFUL QUESTIONS

Words are selected to express tentativeness

(Use during the initial stages)

 What may be the reason you prefer the drug for this indication?
 What may indicate successful completion?
 What ‘hunches’ do you have that may explain this situation?

Dr.Ibrahim Khaleel Julphar

COMPOSING POWERFUL QUESTIONS

Invitational stems are used to enable the

behaviour to be performed
(Use during Final Stages)
 As you agreed on…
 As you think about…
 As you consider…

Dr.Ibrahim Khaleel Julphar

COMPOSING POWERFUL QUESTIONS

Positive presuppositions assume capability

and power
(Use for closing and commitment)

 What are some of the benefits of using Julmentin?

 As you anticipate your project, what are some of the indicators
that you are progressing and succeeding?

Dr.Ibrahim Khaleel Julphar

THE QUESTIONING SEQUENCE
START WITH A FACTUAL QUESTION

PROBE USING OPEN ENDED

CLARIFY USING CLOSE ENDED QUESTION

SUPPORT WITH CONVERGENT QUESTIONS

REINFORCE AND GAIN COMMITMENT USING

BENEFIT TAG QUESTIONS
 SOME QUESTIONING TIPS

1. Ask Challenging Questions.

2. Ask Well-Crafted, Open-
Ended Questions .
3. Ask Uncluttered Questions .
4. Learn to Wait.

Dr.Ibrahim Khaleel Julphar

Thank You.

Dr.Ibrahim Khaleel Julphar