I think asking questions shows that you have interest and genuine concern.  The key the asking questions is to ask the right questions.

The best questions to ask are “what” and “how” questions, because there are no wrong answers to “what’” or “how” questions.  You give the other person tremendous flexibility in how they can respond.  It takes the pressure off.

If you ask a “who” question; there is only one right answer.

If you ask a “when” question; there is only one right answer.

If you ask a “where” question; there is only one right answer.

If you ask a “why” question; which implies a judgment or evaluation, now you will be wrestling on the floor, because now people feel like they have to justify their comments and actions.

However, if you ask “what” questions; you will get explanations and definitions.

And If you ask “how” questions; you will get examples and descriptions.

With good “what” and “how” questions, you will probably get the who’s, the what’s the when’s, the where’s, and the why’s, without putting pressure on the conversation.  Besides, the more people talk, the better they feel.

Asking questions is a great way to engage others in three key communication areas.  Inclusion:  people feel involved.  Affection:  people feel you care.  Control:  people feel they have some impact or influence.

I like doing business with people that listen, and so will your prospects and clients.

Kit Welchlin, M.A., CSP, is a professional speaker and author and can be found at www.welchlin.com