Why Ask Why?
Young children have the habit of asking “Why?” Often, as parents, it is easy to become annoyed with the nonstop stream of questions. “Daddy, why is the sky blue?” “Why do I have to go to bed now?” Why? Why? Why? If you’re a parent you know what I mean.
Why did we ever stop? The simple question of “why?” teaches us, as parents, to better communicate with our children and teaches us, as adults, to not settle for a simple answer. Asking “why” made us functioning members of society, yet we gave up the habit.
It made us feel childish and then we hit the age where we thought we knew it all. Consider how our communication would be if we simply reverted to the use of why? Why is a trigger word that forces us to open up and explain. In the case of communications one must be able to successfully explain his or her point of view to others. Some of us do not like to explain why we do what we do.
My favorite style of communications uses The 5 Why’s Communications Model. By asking yourself or others “Why?” you are able to reach the root of the question/problem and gain results. This method, covered in more detail in the www.everyoneinsales.com book, not only helps us to focus our conversations, but also to gain a better understanding of others. When you ask “5 Why” or related questions, you will get to a buyer’s real truth behind an answer.
Here is an example:
Question 1: Why didn’t we get that brochure job?
Answer 1: Your price was too high.
Q 2: Why was our price higher?
A 2: Well, I am not sure offhand, but it seemed to be higher based on my quick review of the quotes received.
Ryan T. Sauers is the president of Sauers Consulting Strategies. The firm consults with the front end of printing and related organizations across the U.S. Key focus areas include: sales growth, brand positioning, organizational communications, organizational strategy, and integrated marketing. Sauers is a national speaker and writes feature articles in global publications. He is also an adjunct university professor teaching leadership, communication and entrepreneurship to business leaders. Sauers has been recognized as a thought leader in human behavior. He is a Certified Myers Briggs and DiSC Practitioner, as well as a Certified Marketing Executive. He is working on his Doctoral degree in Organizational Leadership and will achieve certification in Emotional Intelligence later this year. Sauers is author of the best-selling books: "Everyone is in Sales" and "Would You Buy from You?," and the host of Marketing Matters, a weekly radio show discussing relevant topics as they relate to marketing and communications. Visit: ryansauers.com