How to Ask Smart Questions

Knowing the right questions is better than having all the right answers. As Decouvertes put it, “It is not the answer that enlightens, but the question.”

So, the fastest way to change the answers you receive — from yourself and others — is to change the questions you ask. Consider the possible responses to questions like these:

On the other hand, think about the responses that positive, more empowering questions will yield:

The questions you ask will either limit or expand the possible responses you get. Additionally, your choice of words will also dictate how involved, receptive and motivated the recipient will feel.

For example, in the heat of a month-end deadline, you might ask your sales manager, “Why are we falling short of this month’s sales goal?” Your manager naturally feels defensive, put on the spot, and likely, unable to respond to your satisfaction regardless of the reason.

An alternative question could be, “What do you think we can do to ensure we meet our sales goal?” Now, your sales manager feels involved in the solution (vs. being accused of the problem), receptive to brainstorming alternatives and supported by you to ensure success. In short, he feels motivated to meet the goal.

The power of the answers you receive is directly proportionate to the power of the questions you ask. Consider how the questions you ask, both at work and at home, elicit certain responses. Ask yourself, “How can I ask questions to get the best from myself and others?”