What About Leading by Question?
Persuasion, Question Based Selling, Communication
People always stop what they’re doing to answer questions because they were raised to be polite and ignoring a question is considered rude. That is why even if you are in the middle of important conversation and someone interrupts you to ask what time it is, you feel compelled to answer. From the other side we want to answer questions to show that we are knowledgeable.
Questioning is an art and the good negotiator use it as a covert persuasion strategy; for instance:
To break the counterpart preoccupation and get immediate attention
To put the listener in receptive mood and enable him to use his own words
To bypass distractions and control the conversation
To reframe the communication and bring the listener back to interests and priorities
To influence the counterpart and find root causes, decision criteria and deal-breakers.