Page 77 - engage workbook

8 shape questioning

Engaging with SHAPE

Too often, business development related conversations amount to little more than a series
of closed, open and probing questions that deliver information to one party but hold little
of interest or insight for the other. SHAPE questioning aims at a conversation that is video
interesting and valuable to both parties.

Activity

Note below the positions of each type of question on a scale from 0 to 100, where 100 is
totally interested and engaged, and 0 is totally uninterested and disengaged:

0 50 100

Activity

Estimate the % of questioning time you What % of questioning time do you
currently spend asking each type of SHAPE think you should spend to create a more
question: interesting and engaging conversation:

Surface Surface

Hunt Hunt

Adjust Adjust

Paint Paint

Engage Engage

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