Eight question types
Hypothetical, situation, strong, pain, FOQ, purpose-goal, 3-yes and objection-surfacing questions.
All programmes
Reading the Need: Question Intelligence
Reading the other party's real need by asking the right question in the right order; the trainer's own method.
- Duration
- 2 days
- Format
- In person, tailored to your organisation
- Category
- Communication and Negotiation
The programme works on reading the other party's real need by asking the right question in the right order. It covers eight question types, the sequence to follow in a conversation and the FOQ approach, which grounds the pain question in fact and observation. Question sets are built around each participant's role, the table they sit at and who they are talking to.
Who it is for
- Sales, field and management teams
- In the pharmaceutical sector: representatives, product managers, medical managers and field managers
What it develops
- Eight question types: hypothetical, situation, strong, pain, FOQ, purpose-goal, 3 yeses, objection-surfacing
- Sequence in a conversation: open and test, raise and lower, ground it, steer-connect-clear
- FOQ (Fact, Observation, Question): grounding the pain question in fact and observation
- Building questions without "why"; surfacing objections first
- Question sets by role, table and counterpart: field, presentations, senior management, opinion leaders
Programme content
Sequence in the conversation
Open and test, raise and lower, ground it, steer-connect-clear.
FOQ
Asking the pain question on a basis of Fact and Observation.
No "why", objections first
Building questions without "why" and bringing objections to the surface first.
Question sets by role
Separate question sets for the field, presentations, senior management and opinion leaders.
Planning a programme?
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