Executive Skill Development: Asking Great Questions

Many executives are constantly looking for new ways to unlock more value. Being able to truly ask great questions could be the most powerful skill for adding value to a group or an organization.

Questions create opportunities for learning, performance improvement and enhanced trust among team members. They can also mitigate risk by identifying gaps or obstacles. With so many potential benefits, it’s a wonder more emphasis isn’t placed on what makes a really great question.

When asking a question, there are a few factors that are very important.

Here are some tips for asking great questions:

The question should be finite and one sentence, such as “How can we improve performance?” or “What do you think contributed to the problem?”

Try to avoid explaining the question before asking it.

The goal of a question is to gather information, not give it. Do not shift the focus by providing detail before asking a question.

Be genuinely interested in the answer.

Only ask questions with the intent to learn from the answer. If you aren’t interested in the answer, you shouldn’t be asking the question. This will develop or limit trust, having a significant impact on answers to future questions.

Worth noting an all-time great: How to Win Friends and Influence People by Dale Carnegie

Ask many questions.

When asking more questions, there is a higher probability of gaining valuable information or insight from the answers. More questions can help establish the genuine interest in the answers.

Know the value of follow up questions.

Sometimes a person may stumble while responding or hesitate during a response. Perhaps this can be attributed to answering while still formulating a thought. A follow up question could provide an opportunity to provide another response. This could be an opportunity to follow-up and ask the question in a different way.

Sometimes the response could include a loaded term, or perhaps general items where a more specific response is desired. Good follow up questions will uncover detailed information that hasn’t yet been shared.

Be quiet and let people think.

An answer to a question could take a few moments to develop in someone’s mind. A little waiting could create the opportunity for a great answer to be delivered.

Don’t ask the right question the wrong way.

Stay neutral and avoid leading or limiting responses. A question that begins “Do you think we should…” when providing one or more options will limit responses to the options listed or create a yes or no response. An open-ended question such as “What should we do?” will provide an opportunity to get feedback without limiting or influencing the answer.

Know the tone.

Tone is also very important. A sarcastic tone, or a tone that is overly emphasized for effect, will not illicit the same response as when the question is asked with a neutral tone. If delivered the wrong way, a question can appear to be accusatory.

Question sequencing.

Start general and get more focused. This provides an opportunity for follow up questions geared toward further insight. Keep in mind how the questions will be perceived though. A series of questions asked in a certain way can feel like an interrogation.

Be prepared.

It is ok to have questions prepared well in advance. In fact, there are many benefits to doing so. Having a plan can influence sequencing, ensure the question is asked the right way and help predict areas for follow up questions. It will also provide a better opportunity to listen to answers instead of worrying about what the next question will be.

Pay attention to group dynamics.

There are many dynamics in a group setting that could influence how questions are perceived and answered. These include items related to an individual such as shyness or insecurity or to the multiple participants in the group where there could be power struggles or political motivation. There could even be a perception of favoritism or lack of caring. Trust is a significant factor in group settings and can’t be manufactured.

When asking questions in a group setting, there are more opportunities for misinterpretation behind the tone or purpose for each question. In a group setting, protecting the environment and asking the right questions could also be the key to developing trust. It is important to have a purpose and pay attention to all participants in a group setting.

Do you have a tip for asking a great question?

Please go to the forum and share tips for asking great questions.

Local Government Consulting

We offer Local Government Consulting the Drive Performance, Culture and Accountability.

See Local Government Consulting

Executive Think Tanks

We provide a real time platform for County Administrators and City Managers.

Check out the Think Tanks