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Smart Questions: The Essential Strategy for Successful Managers
Designed and Delivered with Dynamic Accelerated Techniques

"Improve your questions 10% and increase your productivity 20% and that's conservative!"
Robert L. Focazio, VP Regional Sales, AT&T

Program Content:

Why Questions are so Powerful
Definitions
The 7 Deadly Sins of Communicators
Introductions
Expectations and How to Start Developing the Asking Habit
The Smart Questions System
The Seven Powers of Questions


Questions Demand Answers

- How we are programmed to ask and answer questions

Questions Get People To Open Up and Create an
Involved Atmosphere
- Develop open ended questions
- Tailor your questions
- Use questions to expand your network and support system
- Solving problems and people problems with
questions

Questions Put You In Control
- How questions give you confidence and equality
- Six step persuasion process (despite obstacles & excuses)

Questions Give Us Information

- Excellence depends upon specific and accurate information
- Four reasons why it’s hard to get the right information
- The Essential Job Profile
- Develop Super Probes
- Hiring the Right People

Questions Stimulate Thinking/Encourage Creativity
- The two categories of thinking questions
- The three essential thinking questions

People Believe What They Say, Not What You Say
- Learn the secret to get people to persuade themselves
- Help people change as they discover the need themselves
- Coaching & training people to be their best

Questions Stimulate Listening
- Questioning + listening = successful partnerships
- Why it is difficult to listen well
- Listen with 4 organs

Practice / Role Plays / Films / Games / Application
Dorothy’s Best Questions
Reflection and Commitment / Take the Pledge

The Smart Questions System...:
...has broad, varied and diverse applications, i.e., motivation, management development, training, coaching, counseling, solving conflicts, career development, customer service, interviewing, sales (to name a few).

...can be a stand-alone program, or can be integrated as a shorter module to enhance your existing training.

...is new. It is easily integrated, has immediate use and practical application.

...is behaviorally oriented.

The Smart Questions System...

...has broad, varied and diverse applications, i.e., motivation, management development, training, coaching, counseling, solving conflicts, career development, customer service, interviewing, sales (to name a few).

...can be a stand-alone program, or can be integrated as a shorter module to enhance your existing training.

...is new. It is easily integrated, has immediate use and practical application.

...is behaviorally oriented.

Our model is the Smart Questions System Wheel, which involves the five steps of our system and the five major behavioral patterns. Because of its broad applications, you can pick the areas of the System which best apply to your organization and group.

  • We utilize self-scoring Self-Assessments, and often video taping, therefore participants receive immediate results and feedback.
  • Your program can be day to 2 days, depending on the applications you select.
  • Your program will be tailored to your specific needs and objectives in terms of time, number of participants, and level of competency.
  • We provide Train the Trainer and certification.
  • We can provide training effectiveness evaluations and intensified follow-up as desired.

THE SMALL-FIRM ADVANTAGE: WORKING WITH THE EXPERT

Since we are a small organization, our principal, Dorothy Leeds, will work with you throughout the development, delivery and follow-up process. You get the expert, not an associate; you will receive consistency and avoid costly communication mistakes.

Our Smart Questions Program will help participants:

  1. Raise general and specific awareness of the value of Smart Questions, both personally and organizationally.

  2. Build competencies in questioning and listening through practice and application.

  3. Secure the right information in the right way.

  4. Refocus trainees' communications process from talking to asking.

  5. Improve listening skills.

  6. Stimulate initiative.

  7. Broaden the thinking process.

  8. Develop greater creativity in problem solving

  9. Avoid costly communications mistakes.

  10. Build morale through a more effective leadership style.

  11. Hire better people.

  12. Communicate persuasively.

  13. Coach people to perform up to expectations.

  14. Assess personality types to more accurately tailor questions to the individual.

  15. Evaluate individual effectiveness in questioning.

  16. Relate the behavioral model, the Smart Questions System Wheel, to specific practical applications.

  17. Practice skills and competencies as time permits.

  18. Commit to a take-away action plan for immediate implementation and ongoing improvement in the skill of asking Smart Questions.

In addition to our Smart Questions: A New Strategy for Successful Managers, we provide the following specialized programs based on our Smart Questions approach:
  • How to Hire the Right People
  • Coaching Your Staff to Perform Up to Expectations
  • Get the Most From Performance Appraisals

These proven methods, tested over 10 years with such companies as Citibank, Mobil Oil, Parke-Davis, Bristol Myers Squibb, and Morgan Stanley are offered in 1-5 day session and on a yearly basis for more extensive projects.

  Dorothy Leeds
  800 West End Ave.
  New York, NY   10025
  212.864.2424
  212.932.8364 (FAX)
  info@dorothyleeds.com




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