Asking the Right Questions
Telling or asking closed questions saves people from having to think. Asking open questions causes them to think for themselves.
Key Takeaway
The right questions are a powerful tool of the effective leader. The right questions are catalysts, unlocking new areas of thinking, and providing exponential value.
The right questions:
- Open up the conversation rather than close it down
- Make the person think for themselves
- Aren’t afraid of broaching sensitive or challenging subjects (in the right way)
- Unlock something for the person – often something they already knew, but didn’t realise they knew
- Dive into the detail
- Uncover the feelings or thoughts underneath behaviours
- Usually begin with interrogative words like, what, who, when, how much, and how; then build on those by drawing the thread of the conversation further, e.g. ‘What else do you want?’ ‘What do you really want? ‘Exactly what is happening? ‘What more could you do?’
- Are used to prove or disprove your hypothesis, then build on it to make sense of the situation for both you and the other person
Examples of helpful questions:
- What do you want to achieve?
- What’s happening at the moment?
- How would you like it to be?
- What’s stopping you? What’s helping you?
- What problems might there be?
- What could you do?
- What could help you?
- Where could you find out more?
- What will you do?
Exercise: The Art of Communication
Now, head over to the Digital Workbook to complete the Art of Communication exercise.