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THE POWER OF READING PEOPLE
example, “Suppose you chose this option. What benefits do
you hope to gain?”
• Information questions: These specifics are designed to
gather more specific details on a topic and pinpoint the
other person’s motivators.
• Confirmation questions: These are used to ensure you’ve
understood the answer correctly, as in, “Am I right in think-
ing that . . . is particularly important to you?”
• Clarification questions: Similar to confirmation questions,
they seek to delve deeper into a statement made by the other
person, like, “You mentioned . . . —what exactly do you
mean by that?”
• Alternative questions: These offer the person a choice be-
tween options, useful for summarizing discussions and lead-
ing to decisions, such as, “Do you prefer option A or B?”
However, be aware that some questions can be counterproductive:
• Rhetorical pseudo-questions: These may come off as ma-
nipulative, giving the illusion of objectivity to the asker’s
statements.
• Counter questions: While they can clarify facts, they’re
often seen as evasive or unsettling.
• Subliminal questions: These imply something other than
what the question directly asks and can irritate the person
you’re talking to.
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