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The next time you are in a situation where you really want to get to know another person, and you want to begin to create trust, ask that question. The beauty of this question is that it’s non-threatening to the people you’re asking they can answer with as much or as little depth as they feel comfortable. The truth is that people want to tell other people their story. The answer to that question can provide information that someone may rarely tell another individual. The answer to that particular question can provide an instant window into another person’s personality, just by the depth of his or her response. You would be amazed at where that question can lead. That’s why the simplicity and effectiveness of the following question resonated so deeply within me. So we know that if we are going to use questions to create trust, those initial questions are critical. Don’t get me wrong, at some point we will ask questions that are not as comfortable to answer, but those questions have to wait until trust has been established. Second, it should be a question that did not involve a particular problem. Open questions require a more thoughtful response from those who are answering it, and the more someone talks, the more they like the person they are talking to.
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Open questions are questions that cannot be answered with a simple “yes” or “no.” When asking questions and trying to create trust, we are not “interrogating” another individual. Now, before I present you with the best question I’ve ever come across, I should probably mention the two characteristics of a very good question.įirst, it should be an open question. He shared a question that I found to be the best question I’ve ever come across. We were talking about questions we can ask that help to build trust between people, and questions that allow us to learn volumes about another person. He is one of the best salesmen I’ve ever met. I recently had a conversation with my buddy Bubba, a salesman whom I’ve known for over twenty years.
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