Today the wonderful Dan Oblinger returns to the podcast. Dan is an expert hostage negotiator and an overall great guy. Negotiations Ninja listeners will know we talk a lot about empathy and listening. Today’s podcast focuses on asking great questions. We can all agree that we need to ask good questions. But where do we start? What are the garbage questions? How can we eliminate them from our vocabulary and instead start asking million-dollar questions? The questions that elicit more information, leverage body language, utilize tonality and engage in storytelling.
There’s a whole taxonomy of questions out there with different types of questions and different questions for different situations. Dan dives into question selection, question creation, tailoring questions, and shows how it makes all the difference in how we communicate. For most of us, our preferred questions are garbage questions, which lead to garbage answers, which lead to garbage relationships. To develop great relationships as procurement and sales professionals, we need to ask questions that deserve an answer – versus questions that demand the answer or questions that simply ask for information or data.
Dan shares insights on how to ask good open-ended questions to open up the conversation, how to encourage people to use their own language, how to be careful with “why” questions, and why stories, listening and asking good questions go hand-in-hand.
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Guest: Dan Oblinger