Questioning Skills

Tata Consultancy Services ltd.

3 May 2012

Types of Questions
Factual : Wh Questions E.g., a) Where are you coming from? b) Which firm did you work for earlier? Broadening Questions: used to introduce additional facts, encourage analysis .E.g., a) How long have you been working in that company? b) What are the factors that motivated you to apply for the present position? Justifying Questions: Why is it so? E.g., Why is it that you believe that working conditions are much better in this company? Hypothetical Questions: explore unknown topics, change course of discussion. E.g., If we are unable to deliver our products on time, what should we do? Alternative questions: This or that? Where should we go for our holiday, New York or Paris?
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Question Types
Closed

Yes/No, Identification Require one word answers Closes Discussions Used to guide or control E.g., a) What is your name? b) Do you think we should buy this house? c) What is the departure time of Chennai mail? d) Is it going to be a holiday tomorrow?

Question Types
Open

Passive:

Nonverbal: Questions which a person can perceive in the

listener even if she/ he does not actually verbalize it. Key word Repetitions: E.g., a) I have been living in Mumbai for the past ten years? Mumbai? Ten years, is it? b) I have worked in the Telecom domain telecom?

Passive Questions
Pause: Often people stop midway in their conversation if they need further clarification from the listener. Here, the pause becomes a question by itself. Mirror Questions: asked by the questioner based on the answers given by the person ( usually used by interviewers) E.g., Q: Why did you leave your previous company? A; I didnt like the working conditions in my previous company? Q: You didnt like the working conditions in your company , Is that so?
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Question Types
Active: Used to establish contact or probe

Requires more than one word answers Stimulates thinking Creates involvement Elicits discussions (Wh questions) E.g., a) What do you think of the current economic crisis in your state, Kerala? b) Why do you think that the government should ask for a loan from the world bank? c) How can one resolve the present crisis? Counter-Productive: spoils communication Smart alek questions Irrelevant questions Sarcastic questions
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Characteristics of a Good Question

A good question is: an expressive demonstration of a genuine curiosity , and intention to know has an inner logic is worded in such a way that the thought behind it is made very clear intonated properly along with non-verbal elements that support it challenges thought and encourages reflection Is perceived as part of an ongoing dialogue between speakers

Dos and Donts in Questioning

Dos: Ask clear, concise questions on a single issue

Ask Challenging, thought provoking questions

Ask honest, relevant questions Donts: Ask long , confusing questions covering several issues Ask questions that are easy and will not require any thinking Ask trick questions that fool listeners

Dealing with Questions

Listen carefully and repeat the question aloud

Answer directly. Look at the person asking the question

Refer to your speech/presentation Anticipate areas of questioning

Be friendly, keep your cool

Dealing with Questions

Try to be honest

Treating two questions from the same person as two separate questions
Dont place your hands on your hips or point at the audience

Keep your answers brief and to the point

Conclude smartly

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Thank you

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