When communicating, you must learn to ask questions, but don t question

Interpersonal communication is a complex psychological and social process, which has a lot to do with people's personalities. Communication starts with understanding human nature, and skills are always only an auxiliary means. "You first have to fully understand human nature and know that things like selfishness, jealousy, etc., are all part of human nature.

For example, many people complain that after getting a promotion or training abroad, their colleagues are becoming more and more distant from them, and it is becoming more difficult to communicate. Actually, "this is quite normal. You might as well talk more about its negative effects when you talk about it in the future, laugh at yourself more, and minimize the psychological gap that this incident brings to others.

Compared to the past, with the development of new technologies, people have more and more choices in the way they communicate, and if they can't adapt to the situation, they may get into more trouble.

You can start with some salespeople, ask more about the use of the product when you sell something, and talk more with friends you know, and then turn to the ones you don't know well, take-out, you have to have confidence in yourself, talk with a smile, look at each other, come on.

You don't like to talk because you don't know what the use of talking to others is, people communicate with others by mouth, how can you do it if you don't speak, try to let go of yourself.

While expressing oneself, it is best to be able to integrate into the other person's world, and skillfully induce the other party to say what they really think, and then extend it to the content of their own expression. In other words, a true master of communication will not only add some of his own experience to the conversation, but also skillfully elicit the other person's experience and arouse the other party's desire to express. And this requires a high level of communication skills – the ability to ask questions.

Due to my work, I often need to talk to some people. When I want to understand the other person's experience, I will use some questions to induce the other party to express, and after asking the question, the other party will also be very willing to say their own experience and experience. In the process, if the other party also asks me:

So how are you doing? "What did you do then?" That's when the topics of communication intersect and the conversation can continue more happily.

But there are also times when I'm talking about my own experiences or experiences, and the person suddenly says, "How can you do that?" "Why don't you try that method for Sakura?"

Actually, that method is better than yours" ......As a result, I lost the desire to continue.

This type of questioning is questioning. As the subject of questioning, it must not be a wonderful feeling if you are constantly being asked questioning questions, like standing on the witness stand in a courtroom.

The ability to ask questions determines whether you can take the initiative in communication, or directly determines the effectiveness of your communication. And if you want to ensure smooth communication, you have to meet the expression needs of yourself and the other party as much as possible, because everyone likes to talk about themselves when chatting, which is human instinct; At the same time, everyone also hopes to get other people's recognition in the chat, which is also an instinct.

The same is true at work, if you're asking questions to be a good listener and help the other person solve their problems, then congratulations, you'll usually have more effective communication. In a lot of communication, people care more about what you say to him or how you ask him to say than what you say.

Asking questions is to provoke thought, not to tell others your answers and solutions directly, to show how smart your analysis and solutions are, even if you have a better answer in mind, don't rush to say it, but ask clever questions to let the other person say the answer first.

When communicating with customers in the process of sales reception, it is necessary to pay attention to methods and principles, so what are the communication and questioning skills? Below I have compiled communication and questioning tips for your reading and reference.

1.The principle of objectivity.

The principle of objectivity is that the main purpose of asking questions should be to understand what the customer really thinks, not to induce the customer to make some kind of promise or force the customer to accept the salesperson's ideas.

2.The principle of phases.

The phased principle is to spread the questions over different times when asking customers questions to avoid continuous questions, which will make customers disgusted with salespeople.

3.Encouraging principles.

The principle of encouragement is that the customer should be encouraged to make a more in-depth and detailed question, and if the salesperson's question only has a simple answer of "yes" or "no", then such a question is not appropriate. Because you don't get any more out of "yes" and "no".

4.Principle of clarity.

The principle of clarity is to make the questions easy for the client to understand. Ask questions that are too complex and too lengthy, i.e., ask questions that are simple and clear, not verbose or rambling.

2. Master the eight ways to ask questions.

To be an influencer, you have to be in the driver's seat, and influence ownership needs to be achieved by asking questions.

Generally speaking, there are eight main ways to ask questions:

1.The question is concise and to the point.

The design of the question is too complex, and it is easy for customers to lose interest in listening. Therefore, the questions should not be too lengthy, and conciseness is the most important.

2.The questioning shows affinity.

Questions should avoid provocations, attacks, etc., as much as possible, and should be affinity.

3.The question gets the other person interested.

Generally speaking, people are more concerned about their own pros and cons. Things that are related to vital interests are the ones that arouse people's interest the most.

Case] The question makes the other party interested.

Xiao Wu, a salesman, introduced the computer software to Mr. Zhang, the purchasing supervisor of Company A: "Mr. Zhang, I have a way to help your company reduce its operating costs by 10% every month. ”

Mr. Zhang asked curiously, "Really?" What is the product? ”

It is not difficult to see that Xiao Wu instantly attracted Mr. Zhang's attention.

4.Ask questions that change the other person's perception.

Persuasion itself is a process of constant change of perception. The questions asked are successful and effective if they have the impact of changing the other person's perspective.

5.Questioning strategies vary from person to person.

There are differences between people and people, and appropriate questioning strategies should be adopted according to the different objects.

6.Ask questions that lead to their own preset answers.

Design questions that lead to the expected answers. Otherwise, you have to keep listening and constantly changing the way you ask questions.

7.The interrogation should be able to further the communication between the two parties.

Through questioning, the other person is willing to continue the communication, which takes the communication one step further.

8.Ask for the information you want.