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Test Interrogative techniques
Agenda
QUESTION 1: WHICH OF THE FOLLOWING OBJECTIVES ARE PURSUED WITH THE POWERFUL QUESTIONS?
Obtain only more information from the customer
Transform the customer's referential structures
Always approach the issue from the customer's point of view
Make the customer communicate less
QUESTION 2: WHEN ASKING QUESTIONS IN THE COACHING PROCESS, YOU SHOULD CONSIDER:
Do not ask questions that cannot be justified
Suggest an answer
Show closed alternatives
Suggest categories that entail an implication
QUESTION 3: WHAT ARE THE SUGGESTED CHARACTERISTICS OF THE QUESTIONS IN THE COACHING PROCESS?
Choosing passive verb tenses
Disregarding the language of the interlocutor
Ask long questions, involving several ideas at the same time
Formulate them for simplicity and clarity
QUESTION 4: FORMAL QUESTIONS ALLOW:
Redirect schemes
To subtly get the customer's attention
QUESTION 5: STRATEGIC QUESTIONS ARISE AS PART OF:
The coaching process
Based on a previous methodology or procedure
QUESTION 6: WHAT IS THE PURPOSE OF FORMULATING STRATEGIC QUESTIONS OF THE MAGIC QUESTION TYPE?
Focusing thoughts and channeling objectives away from initial reference
To make the client take distance, to make him analyze his situation from another perspective
Helping clients when fear limits their ability to act
Enable new solutions and constructive strategies to be addressed
QUESTION 7: FOR WHAT PURPOSE ARE INCOMPATIBLE QUESTIONS FORMULATED?
To make the client see that moments of crisis can be an opportunity for learning and growth
Temporarily deconstruct the client's mental references
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INCORRECT QUESTIONS
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