Description

Knowing how to question well allows you to establish an interactive exchange with a view to moving forward together and reaching an agreement. This course will allow you to identify the types of questions and learn how to get your interlocutors to talk to focus your relationships on the objectives you have set for yourself.

Who is this training for ?

For whom ?

Anyone wishing to develop their ability to interact effectively with their interlocutor in any professional communication situation (sales interview, HR, recruitment, etc.).

Prerequisites

Training objectives

Question to establish an interactive and constructive exchange

Learn to make your interlocutors talk to achieve your objectives

Question to progress, convince and decideAdopt a listening attitude to question better

Manage delicate questions that impact the quality of the relationship

Training program

• Why use questioning
  • Understand the usefulness of questioning.
  • Questioning as an essential tool in the communication process.
  • Adopt a listening attitude to better question.
  • Remember the six key points of interpersonal communication.
  • Decoding the different message levels - The metalanguage.
  • Practical work Self-diagnosis of your communication practice questioning.
• Knowing how to question the metalanguage of your interlocutor
  • Discover the metamodel, a tool for questioning metalanguage.
  • Know how to question the specificities of language: precise facts, presuppositions, judgments, distortions and generalities.
  • Formulate constructive questions for oneself and others.
  • Know how to deal with objections and bounce back.
  • Practical work Practice how to deal with objections with the metamodel.
• The art of questioning in the service of relational effectiveness
  • Match your questioning and your objective.
  • Keep control of the dialogue while respecting your interlocutor.
  • Question to progress, convince and decide.
  • Know how to respond by practicing assertive communication.
  • Practical work Simulations of high-stakes professional dialogue situations.
• Conclude the dialogue
  • Identify the key elements for a successful conclusion.
  • Presentation of different conclusion techniques.
  • Keep control until the end of the dialogue.
  • Ensure verbal and non-verbal coherence.
  • Practical work Practice concluding interviews using the different techniques proposed.