Special to The Post and Courier Monday, April 28, 2003

What makes Larry King such a good interviewer? He has developed the skill of asking good questions and he listens to the answers. That is not the case on other programs. Rush Limbaugh asks questions but he never listens to the answers.

Mastering the art of asking good questions is an essential skill that will enhance your career, your knowledge and your reputation. The key is to formulate thought-provoking questions and then to listen to the answers. Your next question should grow directly from the answer you just heard. When speakers are listened to they tend to give more in-depth information than they ordinarily would. Most speakers are conditioned to poor listeners and thus the necessity of giving short answers.

Ask open-ended questions that allow your informant to expand on what you have asked. Follow-up with another question based on the answer you are given. Avoid questions that can be answered yes or no or those designed to trap the speaker. These are usually only good for the courtroom. You probably already know the answer anyway.

Don’t make a statement when you should be asking a question. Many people use the question period as a time to climb on their own soapboxes. Don’t ask questions to embarrass or harass the speaker. This tactic is far too prevalent in press conferences. Each reporter strives to out maneuver competitors. This rarely results in greater amounts of information being shared.

Ask questions to clarify points you don’t understand or to obtain additional information. Ask questions to sharpen the focus. Too often we leave a situation not knowing what is expected of us when a simple direct question would have solved the problem. We leave meetings confused because we did not want to prolong the meeting.

It is never too early or too late to learn new skills. Start now to develop your ability to ask thoughtful questions. What questions do you have about communication in business? Ask me. I’ll try to answer them. As you read the other articles in Business Review, what questions do you have? Ask the writers. You can develop the skill of asking good questions and you will be richly rewarded.