Why do you need to know that

Question 1

Listen

Answer 1

(Don’t interrupt)

Question 2

Acknowledge

Answer 2

I hear you. I understand that you want to know why

we need to know that.

Question 3

Isolate

Answer 3

Is the fact that you don’t know why I am asking the
only thing that is that is keeping you from giving me
some more time and information?

Question 4

Valid/Disc

Answer 4

You wouldn’t allow the fact that you don’t know why
I am asking you these questions to keep you from
learning more about how we can help improve your
situation would you?

Question 5

Probe

Answer 5

Why is that?

or

When you say that what do you mean?

Question 6

Tie Down

Answer 6

Assuming that I could show you how I can improve
your current situation, could you make 3 minutes for
me now?

Question 7

Justify & Close

Answer 7

Yes - Move to Fact Finding

No - I understand, would later today or tomorrow work better?

“No”

I’m with ya, thanks for the time today.