Do Your Questions Matter?

I’ve got a question for you.

Do you create the answers to your questions before you ask them?

Think about that for a moment. Because your answer may have major implications for your success.

Shift perspectiveOn one hand, there is certainly value in asking the right question so that you can set up a real dialogue. A carefully crafted question can spark a shift in perspective or open the other person to a different point of view.

On the other hand, there is very little value in asking a question that is purely designed to make you look good/show that you already know the answer. These kinds of questions actually steal value.

They steal your ability to generate insight. These kinds of questions do not allow the possibility of information outside of what you already “know.” People who ask these kinds of questions are only setting themselves up to explore the obvious.

They steal your credibility as someone who can help. These kinds of questions do not position you as a trusted advisor. People who ask these kinds of questions will eventually be ignored.

They steal your influence on the conversation. These kinds of questions say you are not really listening, which is essential for two-way communication. People want to dialogue, not be set up for a lecture. People who ask these kinds of questions will find themselves unable to engage in a conversation beyond their initial pitch.

And that’s what you want, isn’t it? You want an authentic conversation, right?

As I’ve been writing this entire blog post, I have been acutely aware that every question I have asked – from the opening line to the previous paragraph – has been on the edge of tumbling into the realm of “I already know the answer.”

SquirrelLook, I know very well the lure of getting someone’s attention. I can get sucked into that trap as quickly as a squirrel with ADD. It’s gratifying, exciting, and fuels a multi-billion (trillion?) dollar business. People want to be liked, shared, pinned, and basically given public recognition for even the smallest of efforts (“Look, here’s a selfie of me waiting in a line!”).

But in business, we need to define “success” differently. Our goal, especially if we consider ourselves responsible to help others, is to not be the center of attention. It’s to make the other person the center of attention. The customer/client/end user is the focus. Make them the hero of the story. Right?

So, here’s your mirror moment. Go back and read the last few emails where you were trying to persuade someone. Look at the last presentation you gave to a potential client. Read the communications you sent to a stakeholder in order to further your own point of view. Look at every time you were trying to shift someone else’s’ perspective.

How many times did you ask questions that you already knew the answer to?

Did your questions invite dialogue or did they simply prove your point?

How many times have you done this in the past 12 months?

Mouse trapIf you don’t like your answers, come join me in the corner (and the comments section below) because even I forget this principle from time to time. The key is to increase our self-awareness that such a trap exists.

Questions are powerful. Asking the right questions to drive the right conversations is even more so.

I mua. Onward and upward.

By Tim Ohai

Published by timohai

Father, widower, leader, sales enablement pro

3 thoughts on “Do Your Questions Matter?

  1. I like it Tim. Step 1 is to get salespeople to start asking questions and not making statements/telling. Step 2 is to ask the gathering info questions like “Where do you yourself and the company in a year’s time?” and then Step 3 is to ask your questions which take both seller and prospect into uncharted territory. Get the basics first then go for Tim’s approach, which is bold and creative

    1. Yes, this post is definitely going for a more developed approach to asking questions, but I would not say it isn’t a basic concept. Sales people, in particular, waste unfathomable amounts of time not only asking questions they know the answer to, but also waiting to seize upon the “right answer.” These kinds of folks never even reach your definition of Step 2. Thoughts?

      1. Yes I do agree they waste time in that zone, but spend ‘unfathomable’ amounts of time in their ‘comfort area’, which is presenting their product/service. To move them from telling to asking is, in itself a mammoth HABIT challenge. This simple fact keeps us Sales Trainers in business!!

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: