We're trained early to go for an answer and that there is a right answer to most questions. As a result we often focus on mundane, ordinary, and wimpy questions in our networking, job seeking, and interviewing processes.
The truth is that a more successful strategy for influencing others and building relationships is to ask a great question ... and then to listen carefully. Seems simple, doesn't it? And yet it's the one skill that career transition-ers, managers, and sales professionals often under-utilize in the face of time and energy limitations. It seems faster and easier to ask information-oriented questions and just get it done. We assume the relationship before building it.
What makes a question a great question? A simple answer is that it is "open"; it can't be answered with one-word or a simple information stream, like "what is your name?" An excellent open question causes the other person to pause, think for a moment, and go into their own experience for a response. Here are some good open questions that can become great in the right context:
- Besides the expectation of making/exceeding quota, what does it take to be successful on this sales team?
- How does the culture of this organization/team show up or affect this position?
- What advice would you give to someone in my situation?
- How can I best serve you?
- What do you like best about your current ________?
When you are going for an information interview, job interview, prospecting appointment, project management meeting, etc., take the time to craft a list of great questions that will engage the other person. The trust/relationship bridge is strengthened when we give them a chance to be heard. The real issues, strengths, opportunities will unfold in the process.
Just another way to -
Take Charge - Get Moving!
Love and light,
Diane
PS: * the photo is a time-lapse of moths flying in the light
