访谈技巧培训.pptVIP

访谈的三步曲 确定访谈目的 了解访谈的重点 访谈小组的组成 清理思路 解决被访谈者关心的问题 选择正确的问题类型 开放式问题的利与弊 封闭式问题的利与弊 确定访谈的方式 避免落入典型的陷阱 访谈的三步曲 奠定气氛 对不同行为的反应 鼓励被访谈者 访谈技巧 悉心探究 有效地聆听 区分被访谈人的推论和论据 对访谈人陈述的进行判断 优雅地结束访谈 访谈的三步曲 共享访谈结果 访谈纪要的内容 最终的建议 访谈成功的七个秘诀 最佳做法 最佳做法 最佳做法 电话访谈 总结学到的技能 快速地得出结论，能够看到别人看不到的问题 了解需要，保持对他人如何得出结论的好奇 推论形成的典型过程：寻找资料，选择资料，诠释资料，得出结论 正确利用推论形成的过程，包括辨别真假资料 能够辨别高质量和低质量的辩护和询问 熟练运用这些技能帮助我们和其他人澄清我们的想法、更有效地进行对话并最终得出一个更佳的商务决策 Consultants who excel at interviewing all have certain characteristics in common. They take the time to prepare for the interview, carefully thinking through what they want to achieve and what the interviewee’s sensitivities may be. They conduct the interview as a guided dialogue rather than as an interrogation. Afterward, they draw out the “So what’s” from their findings and share them with their team. Above all, they demonstrate strong interpersonal skills. They know when to question and when to listen – and how to establish rapport. First, we need to identify the reason for the interview. As a rule, most of our interviews will have information-gathering or relationship-building objectives. In addition, the extent to which either relationship building or information gathering will dominate the interview depends on the interviewee’s role in the engagement, previous contact with McKinsey, and the insights we seek. Therefore, defining the interview’s overall objective requires thinking about our specific objectives in the context of the engagement. Finally, the team needs to decide who will go and how they will interact during the meeting... …and then we must organize our own thoughts. Typically, interviewees have some common concerns. Typically, the interview’s core section consists of clusters of questions arranged strategically to match the interviewee’s needs, the situation, and the team’s objectives. We can ask our questions in two formats: open or closed. Therefore, we need to consider the advantages and disadvantages of these questions to determine their sequence. Op