Page 75 - engage workbook

8 shape questioning

Activity

To use SHAPE questioning effectively, you need to develop the capacity to ask any type
of SHAPE question in response to any statement made by your buyer. The skill lies in
knowing the next best question to ask to move the other person’s thinking forward.

To practice this, think of five different questions you could ask in response to the follow-
ing statement:

The best next question S

Statement:
Learn
Challenge

H

A

Competition

is fierce

P

E

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