Leading dialogues is mostly based on raising intelligent questions. As we have learned in our brain model, the question is always an impulse into the brain of the other person. So therefore it is of highest importance whether the brain of the other person reacts here or here. They give you an example. If I asked you, hey, can I have the telephone number of your partner? Most probably the majority of human beings will probably be like huh, why do you want the telephone number of my partner and probably either they would flee away, by lying to me or they will even say, Nope, I don't give it to you and therefore, leading a dialogue is based on the competence to raise the right questions. Generally, we differentiate open and close questions and as I said, a question is always an impulse into the brain of the other person. So let's take an example: Hey, do you go to the movies with me tonight? This is a close question and the impulse is please decide and most probably I will get a yes or a no. If I'm really interested in what the other person would love to do and I want to gain the information, what is the need or the wish of the other side, I need to raise an open question. Hey, what do we want to do tonight? Now maybe the impulse is that the other person thinks, and what I gain now is information needs, desires, wishes, and this is very important in the sales process to understand what the client wants. There's even a major problem with close questions. Whenever I'm sending a close question like, hey, do you want to go to the movies with me? I'm also saying something about my own perspective. I'm actually stating I want to go to the movies with you and therefore I'm saying a lot about my picture and actually it's more important what the other person wants. The most problematic question is the so-called suggestive question. Hey, don't you think we should go to the movies? I'm saying nothing, but I want to go to the movies, don't you as well? and that's problematic, because this is manipulating other people. Therefore, if I want to hear something about his or her picture, it has to be an open question. So what do we want to do tonight? So the power of the open question is actually when I raise an open question, what do you want to do tonight, that I get the information and who is in the better position for negotiating? Someone who has a lot of information or who has little information? Of course it is the one who has a lot of information and the tool or the method to get it is raising open questions. On the other hand, I can also steer the thinking of the other person. For example, if I asked you, hey, what kind of car do you drive? And the other person says, yeah, I'm driving a BMW, I have decided that the other person thinks right now about his car. How probable would he normally think about his car in a setting like this now? So I can actually steer thoughts of the other person and now it's about the quality of open questions. So if I just asked you, hey can I get the telephone number of your partner, you would probably say no. So, but if I ask like, hey, I would like to give you a present because your birthday is close and therefore I would like to do you a favor and give you a present that you like, but it's supposed to be a surprise and I need a tip. So maybe your girlfriend or your partner could give me a tip. So how can I get in touch with her in order to get one of those ideas of what you would like? Now I raise the probability that someone is giving me voluntarily the information. So steering dialogues. Leading dialogues is mostly about the competence of raising intelligent open questions. The problem is, surveys show that adults only raise 20 to 30% open questions and 70 to 80% closed ones. The idea is please turn this ratio around.