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Dr.Ibrahim Khaleel
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What questions can you drawout from the image?
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The unexamined life is not worth
living the most important thing is
to ask question.
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Socrates
()Dr.Ibrahim Khaleel Julphar
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"I knowyouwon't believe
me, butthehighestform
ofH
umanEx
cellenceis
to
questiononeselfand
others."
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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.
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An expression ofinquiry 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.
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` Icebreaking.
` Dialogue stimulation/ discussion.
` Probing/unearthing need.
` Creating / clarifying of doubt.` Increasing awareness.
` Winning support.
` Everything.
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Components of a Question
VERBAL NON-
VERBALSmile
Facial
expressions
Body
languageEyes
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Factual
Convergent
Divergent
Evaluative
Combination
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` Soliciting reasonably simple, straight forward
answers based on obvious facts or awareness.
` Basically close ended questions.
` EXAMPLE:-What is your Drug ofchoice in LRTI?
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` 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.
x Example:-
What antibiotics do you prefer in a LRTI?
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` These questions allow to explore different
avenues and create many different variations and
alternative answers or scenarios.x
Example:- What do you think would happen ifwe
cannot contain the spread of H1N1?
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` These types of questions usually
require sophisticated levels of
cognitive and/
or em
otional judgment.
x Example:-
x What do you think about the purpose of Hejab
and the American way of dressing?
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` These are questions that blend any combination of
the above.
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Open Ended (Divergent)
Close Ended (Factual/Convergent)
Benefit Tag (Convergent)
Choice Tag (Convergent)
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` HOW DO YOU1. 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.
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` Would you Mind..?
` I was wondering if you ?
` May I ask ..?
-Unchallengeable.
-Usually comes out with a positive response.
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` 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.
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` Thats a Very important question.
` Im glad you asked that question.
` Thats a difficult question to answer.
-Standard questions like the above gives you more
time to answercomplex/complicated questions.
-Helps you give an unclear answer.
-Makes the other feel happy and you unhappy.
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` Well its rather difficult to say at present.
` Im sure I can refer and get back to you.
-Helps you to say no politely.-Helps you answer a question you dont know the
answerof.
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` It depends on what you mean by.
` Im 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.
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` At the Beginning of a Sales Call.
` During the Initial Stages.
` Towards the end.
` Closing and Commitment.
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Plurals are used to invite multiple rather than
singularconcepts
(Use during Opening)
x What features do you expect from an antibiotic for dental
infections?
xWhat ideas do you have?
x What outcomes do you seek?
x What alternatives are you seeking?
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Words are selected to express tentativeness
(Use during the initial stages)
x What may be the reason you prefer the drug for this indication?
x What may indicate successful completion?
x What hunches do you have that may explain this situation?
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Invitational stems are used to enable the behaviour
to be performed
(Use during Final Stages)x As you agreed on
x As you think about
x As you consider
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S
TART WITH A FACTUAL QUES
TION
PROBE USING OPEN ENDED
CLARIFY USING CLOSE ENDED QUESTION
SUPPORT WITH CONVERGENT QUESTIONS
REINFORCE AND GAIN COMMITMENT USING
BENEFIT TAG QUES
TIONS
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1. Ask Challenging Questions.
2. Ask Well-Crafted, Open-EndedQuestions .
3. Ask Uncluttered Questions .
4. Learn to Wait.
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