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The Art of Effective Questioning

How you ask questions is very important in establishing a basis for effective communication. Effective questions open the door to knowledge and understanding. The art of questioning lies in knowing which questions to ask when. "Address your first question to yourself: if you could press a magic button and get every piece of information you want, what would you want to know? The answer will immediately help you compose the right questions."²

Choosing Questions

Ask a specific question if you want to hear a specific answer. Open - as opposed to leading - questions are those that cannot be answered with a straight "yes" or "no". Use open questions to gain insight into the other person's character, and to invite the response.

Learning Questions

To profit from experience you must be open and willing to learn, even from what some people might consider a failure. What may seem to be a failure can actually lead to new opportunities. Effective learning questions can serve as a starting point for the assimilation of learning.

Coaching Questions

Being the core component of the coaching ask/tell repertoire, coaching questions are "to prompt the learners into exploring issues in depth either by direct questions or by implied questions - even a raised eyebrow - so that they become more aware of what is going on and can eventually coach themselves and other. Feedback can then be used to discuss progress and provide guidance, but still by using questions and the main vehicle for progress whenever possible."⁴ ...More

Case in Point: Dell Computer Corporation

"It is really dangerous if everyone in a company starts thinking the same way", says Michael Dell², Chairman and CEO of the Dell Computer Corporation. "The danger comes when you fall into the trap of approaching problems too similarly. You can encourage your people to think about your business, your industry, your customers innovatively. Ask a different question - or word the same question in a different way. By approaching a problem, a response or an opportunity from a different perspective, you create an opportunity for new understanding and new learning. By questioning all the aspects of our business, we continuously inject improvement and innovation into our culture."...More

Case in Point: 25 Lessons from Jack Welch

To Jack Welch, the legendary former CEO of General Electric, business leadership is all about knowing what questions to ask of his subordinates. That's all managing is, says he: just coming up with the right questions and getting the right answers.

Welch says, "My job is to understand the strategic issues within each of our businesses where they are going around the five questions:

1. What does your global competitive environment look like?

2. In the last three years, what have your competitors done?

3. In the same period, what have you done to them?

4. How might they attack you in the future?

5. What are your plans to leapfrog over them?

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