How to ask the right questions

2024 Author: Malcolm Clapton | [email protected]. Last modified: 2023-12-17 03:44

Nobody can know everything in the world. Asking a question is one of the oldest and most effective ways to get information. However, not everyone knows how to use it. In this article, we have collected five common asking mistakes and five helpful tips to help you avoid making the same mistake.

The quality of the answer depends not only on who we ask the question, but also on how we ask it. By asking the wrong question, you are almost guaranteed to get the wrong answer. The right questions significantly increase the chances of good advice, consultation, and useful information. Let's try to figure out what needs to be done for this.

5 mistakes of the asker

1. Ask a question that already contains an answer

Very often the questioner has his own answer, and he wants to check it. In this case, it is important that the question does not contain indications of a “correct” answer. Examples of such questions: "Do we need to take on this order?", "I think it can handle it, do you think so too?" etc. When a question is directed from a boss to a subordinate, the likelihood of getting the desired answer increases many times over. If you really want to know the opinion of the interlocutor, and not just decided to share responsibility with him, do not let it be understood that you are only waiting for his approval.

2. Ask a closed question

Closed questions are those that involve a limited number of answers. Usually two or three. The most famous example is Shakespeare's “to be or not to be”. If you are not Shakespeare, do not frame the respondent. It is possible that there are many more possibilities beyond. A simple example: the bosses load you with extra work. "Agree or refuse?" - you ask a friend, thereby omitting the option "Agree, but for a raise in salary."

3. Pretend to understand the answer, although it is not

Not all answers are created equal. An incomprehensible answer is useless. If you are not sure that you have understood the interlocutor, you should not hide this fact. Often, managers are afraid to ask for clarification, as this supposedly demonstrates their incompetence. Meanwhile, former General Electric CEO Jack Welch argues in Winning's book that executives should ask the most questions and their questions should be the best.

4. Pressing the responder

"What the hell is going on with your project there?" "Are you even going to work?", "What nonsense are you showing me?" - in all these cases, the questioner will receive only excuses in response. If your goal is to get the employee to admit guilt, then you are doing the right thing. If the goal is to understand the problem, then pressure on the respondent will only hurt. Business consultant Michael Marquardt writes that in defensiveness, a person tends to see himself as part of the problem, and not as a source of possible solutions.

5. Ask a whole series of questions

This method is so good that it is used deliberately when they do not want to hear the answer. Just ask the interlocutor many questions in a row, preferably interrupting him. And that's all. His brain is overwhelmed, and you will not get an answer to any of the questions.

The ability to ask the right questions eliminates the need to know all the answers.

Donald Peterson CEO Ford (1985-1989)

5 good ideas for the right questions

1. Prepare

If you have a conversation where you will ask important questions, it makes sense to prepare in advance: determine the essence of the problem and the purpose of the conversation, sketch out a list of questions.

2. Formulate the question in one sentence

Business consultant Jeff Haden suggests using this technique to get rid of “prompts” in questions. Plus, shorter questions tend to be easier to understand. By trying to fit into one sentence, you yourself will better understand the essence of the problem.

3. Formulate several options for the question

In the preparation process, it is advisable to select several options for the same question. This will allow you to look at the problem from different angles. It can be helpful to ask the same question for different time periods. For example, not “What can be done to increase sales?”, But “What can be done to increase sales in the coming month?”.

4. Begin questions with the word "why"

Such questions are aimed at identifying the cause. "Why" is very good at mitigating directive questions. For example, instead of “You have not completed the project yet. What's happening?" it is better to ask "Why can't you deliver the project on time?" There is even a special technique for identifying hidden causes - the "5 why" technique.

5. Ask clarifying questions

Among the important questions, there are few that suggest a short, clear, and single answer. Much more often we are faced with problems that have many solutions, and the consequences are difficult to assess. Several consecutively asked questions, each of which develops and clarifies the previous one, allow you to get deeper and more useful answers. If a question becomes an occasion for dialogue, discussion, discussion, this is a good question.

For most people, asking questions is as natural as walking or eating. They do not think whether they are good or bad at it. But if making important decisions depends on the correct answer, it makes sense to work on the quality of the questions. Do you use any special techniques to ask good questions?