Page 55 - Part-A

Information, Advice or Guidance

Things to think about when using questioning with your client include some simple
things you should, or shouldn’t, do:

Make sure you:

• Focus on what the client needs and requires, rather than your own needs

• Ask questions to encourage the client to expand or explore their points

• Reflect back what has been said to confirm that you have understood.

Make sure you don’t:

• Ask too many questions, leaving the client feeling pressured into saying
more than they feel comfortable with, or overstepping your boundaries

• Use leading questions. Remember, it is the client that takes the lead, at
least initially, until you understand their requirements.

Key Facts

• Open questions help develop the conversation and can be used
to build conversation

• Funnel questions are excellent for getting clarification or more
information regarding a specific point.

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