The Power of Questions

I read a review of a newly released book titled “Q: The Hidden Power of Questions.” The author, Lani Watson offers interesting insights, the application of which takes many forms.

The use of effective, open-ended questions (those which cannot be answered with a simple “yes” or “no”) has become an accepted approach in effective sales training. By getting the prospect to respond to thoughtful, carefully developed questions, the rep begins to piece together the concerns, issues, challenges, and obstacles they are facing. Armed with this information, a better, targeted list of potential solutions may be developed.

I’m often asked by recent graduates to help prepare them for job interviews. Many of the basics still apply; show up on time, bring an extra hard copy of whatever you send in advance, pay attention to your appearance, posture, etc. And while being prepared to answer questions is fundamental, asking thoughtful, open-ended questions to the person conducting the interview is just as important (maybe more important). I’ve been told by recruiters that a key attribute of finalists for the position they are looking to fill is their ability to ask insightful questions (not those which are answerable by a quick visit to the organization’s website). More candidates stand out because of the questions they ask than for the ones they answer.

During a CEO search I led, one finalist was invited to lunch with the search committee. He dominated the conversation so completely that his meal went virtually untouched. When he later asked why he had not been selected, I told him plainly: he had talked himself out of the opportunity.

When evaluating team members with the potential for growth, executive leaders consider a number of factors. One question I ask them is this: “Do they ask good questions?”

At the beginning of each semester, students want to know how their grades will be determined. While there a number of factors, one that stands out is the frequency and quality of the questions they ask. “Really?” is often the response. Yes, really!

When conducting leadership development workshops, improving communications skills is a key topic. Most think this means getting your message across effectively. True, enough. Asking effective questions and actively listening to the response is just as important.

For a list of key questions your managers should ask team members, contact me at joe@ajstrategy.com.

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.