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Asking the right questions

The art of asking the right questions at the right time is a useful skill to develop when working with clients.

Benefits for you

By developing good questioning techniques you're able to:

  • Arrive at the key point quickly
  • Avoid costly and frustrating time wasters
  • Enhance your professionalism

Benefits for the client

By being asked the right questions, your client:

  • Develops confidence that you understand their needs
  • Feels valued as an individual
  • Understands the benefits for them in providing you with the information that you have requested


In business you need to know why you're asking the question. That is, what information do you need to know so that you can assist your client?


We tend to ask questions before we've built any rapport with the client. Our questions can then be considered abrupt. It is important to build as much rapport as is possible and appropriate for the situation.


By framing a question you are able to show the benefit to the client as to why they should provide you with the information that you have requested. They perceive that it is a reasonable question for you to ask and they are comfortable answering it.

For example: 'So that I can put you through to the correct person, is it ok if I ask you a couple of questions?'

Quality information

Questions are the key to quality information. Think abut the types of questions you ask and their effectiveness. Are they the right questions?


Maria Pantalone

Maria Pantalone works with individuals and teams to make communication their strength so that their message is heard. Her programs help her clients to excel in their role and be recognised as leaders in their field.
30 Business Communication Tips

Looking for tips to help you with your speaking, writing and interpersonal communication?

Then download my free ebook, 30 Business Communication Tips.

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