Course : Ask questions to better understand, convince and decideClarify the issues, overcome objections and achieve your objectives
Practical course - 2d
- 14h00 - Ref. ECT
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 | Ask questions to establish an interactive and constructive exchange |
| Learn how to get people to talk to you to achieve your goals |
| Questioning to progress, convince and decide |
| Adopt a listening attitude for better questioning |
| Dealing with sensitive issues that affect the quality of the relationship |
Intended audience
Anyone wishing to develop their ability to interact effectively with others in professional communication situations (sales interviews, HR, recruitment...).
Prerequisites
No special knowledge required.
Course schedule
1 Why use questioning?
- Understand the usefulness of questioning.
- Questioning as an essential tool in the communication process.
- Adopt a listening attitude for better questioning.
- Remember the six key points of interpersonal communication.
- Decoding different message levels - Metalanguage.
Hands-on work
Self-diagnosis of your questioning practice.
2 Use multi-level questioning techniques
- Differentiate between question and statement.
- Prepare to ask questions and receive answers.
- Ask questions to open and maintain dialogue.
- Get accurate information by asking the right questions at the right time.
- Dealing with sensitive issues that affect the quality of the relationship.
Hands-on work
Practice multi-level questioning techniques.
3 Know how to question your interlocutor's metalanguage
- Discover the metamodel, a tool for questioning metalanguage.
- Know how to question the specifics of language: precise facts, presuppositions, judgments, distortions and generalities.
- Formulate constructive questions for yourself and the other person.
- Handle objections and bounce back.
Hands-on work
Practice dealing with objections using the metamodel.
4 The art of questioning for effective relationships
- Match your questioning to your objective.
- Maintain control of the dialogue while respecting the other party.
- Question to progress, convince and decide.
- Know how to respond using assertive communication.
Hands-on work
Simulations of high-stakes business dialogues.
5 Concluding the dialogue
- Identify the key elements for a successful conclusion.
- Presentation of different conclusion techniques.
- Maintain control until the end of the dialogue.
- Ensure consistency between verbal and non-verbal communication.
Hands-on work
Practice closing interviews using the different techniques proposed.
Customer reviews
4,8 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
FABIEN P.
25/06/26
5 / 5
An excellent training course, and the trainer’s explanations were of a very high standard
LEA D.
25/06/26
4 / 5
A very interesting topic, but there’s a lot of theory – the exercises are essential. In my opinion, the format could certainly be shortened to pick up the pace.
SUAREZ WILLIAMS C.
25/06/26
5 / 5
Nothing to report
Publication date : 05/27/2024
PARTICIPANTS
Anyone wishing to develop their ability to interact effectively with others in professional communication situations (sales interviews, HR, recruitment...).
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Anyone wishing to develop their ability to interact effectively with others in professional communication situations (sales interviews, HR, recruitment...).
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
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This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.