The Best Advice Starts With Questions

 by Ken Stubbe

 Often on my past journeys toward self-improvement; the best advice; the most illuminating self-discovery and the best coaching I’ve received started with intelligent, probing questions. While probing questions tend to annoy me, and get my defenses up; the fact remains that they were often what initiated my making the reforms needed.

Great coaches and advisers ask great questions. They ask questions that get you to think about, analyze and discover causes. They help you to determine where you truly want to go. They guide you toward the journey and processes needed. This, of course takes time to complete.

Jeffrey Gitomer in Sales Bible (Wiley & Sons, 2003) and Little Red Book of Selling (Bard Press, 2005) advises using intelligent questioning methodology during consultative selling. This methodology accurately parallels successful consulting and coaching methodology.

A quick sidebar; for me consulting in a business setting is the search for answers and the recommendation of methods. Coaching goes further. It is about working alongside of the business owner to implement the recommendations and methods, and to expand the positive impacts and outcomes.

What types of questions should your business coach be asking you? And, by extrapolation, holding you accountable to progress toward the goals they imply?

·        How many of your salespeople or staff did not meet their goals last year?

·        Why? What was the major cause?

·        What do you plan to do to make sure they meet their goals this year?

·        What type of personal development for each employee have you put into place?

·        How do you train, ensure success and support staff?

·        What are your key business performance measures?

·        Do they align with your strategic goals?

·       What one thing would have to have happened one year from today, for you to feel  a sense of accomplishment in your business?

Annoying as it may at first be; the journey to self-improvement, clearly defined strategic goals, smoothly running processes and a well-coordinated team start with probing and intelligent questions. The questions must come from either yourself, or from trusted and skilled advisers.