To make our communications more effective, we need to shift our thinking from “What information do I need to convey?” to “What questions do I want my audience to ask?

But to prove that the knowledge gaps exist, it may be necessary to highlight some knowledge first. “Here’s what you know. Now here’s what you’re missing.” Alternatively, you can set context so people care what comes next. It’s no accident that mystery novelists and crossword-puzzle writers give us clues. When we feel that we’re close to the solution of a puzzle, curiosity takes over and propels us to the finish.

Instead, a better type of question to ask is one that follows up on what was just said. If someone says they’re a foodie, for example, asking them what types of food they like to eat. If someone says they’re concerned a new project isn’t working, asking them why they feel that way. And if someone says they can’t wait for the weekend, asking them what they are looking forward to.

Follow-up questions encourage conversation partners to elaborate further. To say more, provide more detail, or give more texture.

And whether talking to friends or strangers, clients or colleagues, people who ask follow-up questions are perceived more positively.

Questions like “What problems does it have?” do exactly that. Rather than implicitly assuming no issues, they assume there are some and want to root them out.

Indeed, when a third set of potential buyers asked “What problems does it have?,” potential sellers were much more forthcoming. Even though positive and negative assumption questions both directly asked about problems, negative assumption questions led sellers to be 50 percent more likely to fess up that problems could exist.

Questions not only solicit information, they reveal it. They reveal information about our knowledge, our assumptions, and even how assertive we’re going to be.