To do this, you first need to put yourself in your client’s mindset before posing your question, and be flexible in how you phrase it. The right question matched to the recipient will get you the information you need and create a good working relationship.

Time stamps (mins/secs)

01.04 – Why ask?
02.15 – Information
05.29 – Confirmation
07.57 – Understand
09.58 – Responses: defensive, unexpurgated and concise
21.03 – Dealing with defensive, unexpurgated and concise
30.18 – Personal filters

About the speaker

Jane was a partner in Edward Moore & Sons from 1977 to 1981. Since then, she has run Jane Allan & Associates. A financial journalist and trainer, she has written seven management skills books to date.