Questions

As an interviewer I have learned the power of questions. And yes, there are dumb questions. But more importantly there are smart questions.

Smart questions are those that move people in the direction that you want them to move without appearing manipulative. Here are some examples:

To get short answers ask closed questions – that lead to yes or no answers.

To gain insights ask why…

To learn details ask how…

To simplify say “in simple terms…”

To guide say “if you were talking to …”

To control ask “what 3 things…?”

Another way to control is to state multiple choice questions.


And, after you ask a question – shut up and listen. This is the toughest part but most important skill to master.

George Torok
Business in Motion