10 Things That Great Questions Do

by Paul Castain on February 18, 2013

1)    A good question can draw someone inward and . . . cause them to reflect, consider and even do so subconsciously through (get this) the awareness your question has created.

2)    Good questioning allows you to take control of a situation . . . without being controlling! By the way, there’s a huge difference between the two.

3)    Good questions create higher quality communication. Higher quality communication fosters superior relationships. Want superior relationships? Start by asking a better question!

4)    Good questions lead the recipient on a path of self discovery. You could tell someone something and perhaps they will consider it. If they discover it . . .  THEY own it!

5)    Good questions create high levels of rapport. Perhaps Voltaire was spot on when he said “Dude, that was a righteous question” or even infinitely more spot on when he said “Judge of a man not by his answers, but by his questions” What do your questions say about you?

6)    A good question changes the lens in which a person sees their world. Note: That’s some pretty deep sh*t right there . . . I’m not going to lie!

7)    A good question, asked of the wrong person, is just as ineffective as a poor question asked of the right person. We were taught, early on in sales, to go to the highest level of decision maker. What if we ask a brilliant question of this high level individual, but they are several layers removed from feeling the impact?

8)    A good question, at the front end of a response can offer the clarity needed for you to offer a meaningful response. It will also buy you time to craft your response.

9)    Good questions focus not only on discovering  ”the pain”, they focus on discovering the opportunities your client/prospect desires! By the way . . . stop limiting yourself by focusing only on pain. Sometimes there isn’t pain.

10)  A good question can move someone off the fence of indifference by igniting emotional buy in!

So there you have it . . . 10 things that great questions do.

Your turn . . .

On a scale from 1-10, how proficient do you think the average sales person is with their questioning skills?

  • http://twitter.com/MZazeela Marc Zazeela

    Paul – All great points. Also remember that when you ask great questions it is equally important to really LISTEN to the answers.

    Cheers,Marc

  • http://yoursalesplaybook.com paulcastain

    What a great (and mighty important) point Marc!

    Thanks!

  • rnottingham

    SPOT ON UNCLE PAUL

  • http://twitter.com/Chris_Snell Chris Snell

    Hey Paul,

    I’d say, at best, the average sales rep is…well…average (a 5) on your scale of 1-10 at questioning skills.  This article certainly makes me pause and think about the questions that my team asks.  I’d like to piggyback on what Marc said, though, and submit that if we don’t listen well, it doesn’t matter how great the questions we ask are.

    As usual, good stuff!

  • http://yoursalesplaybook.com paulcastain

    I agree Chris!
    Thanks!

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