This 2-Minute Monday Mindset is about getting to the bottom of things and close to those you are negotiating or communicating with.
The art of asking to unlock the truth using the P.E.C. framework
Most people think persuasion is about having all the right answers. But who are really the most persuasive people if you think about it? — Those that ask questions.
Not just any questions – great questions. Open-ended, and most importantly, laced with that magic word: “Why?”
When someone communicates, ask “Why?” Why it matters to them. Why it excites them. Why use Why or other open-ended questions? Because the first answers we often get are rarely the truth.
People usually go first into defensive mode. They tend to dodge, deflect, delay, deny and dance around what really matters—until you make it matter to them, and about them.
The key isn’t to push—it’s to peel. Layer by layer, question by question. That’s when truth, honesty and connection ooze out, even from the biggest BS’er in the room.
So how do you do launch your ask better questions campaign? Use what I call the P.E.C Framework. P.E.C. is an anacronym standing for Probe, Echo and Confirm.
First you Probe—ask a strategic, open-ended question that uncovers what’s hidden—even if unintentionally.
Second you Echo—reflect the words and maybe even the feelings back in a way that proves you listened and understand.
Finally, you Confirm—check if you got it right. Ask for their validation.
When they say “Exactly!”—that’s when trust and engagement explode. Do this, and you won’t just have conversations or negotiations – you’ll create connections and achieve objectives. As you won’t just get answers—you’ll gain insight. And in business, in negotiation, in leadership and in relationships—insight is everything.
So learn to master the art of asking to unlock the truth, through the PEC approach: Probe, Echo and Confirm.
And I’ll see YOU at the next 2MMM!
