Recently I read the novel titled House Rules, a fictional mystery with a teenager who has Aspergers, playing a major role. Aspergers is a high functioning form of autism, which affects more and more families today. Someone with Aspergers is usually “characterized by significant difficulties in social interaction, alongside restricted and repetitive patterns of behavior and interests.” But this is not an article about Aspergers. Repeatedly, throughout the book, the characters did not ask the right questions. So they didn’t get the right answers.
Your career can be greatly enhanced if you simply remember to ask the right questions. Asking too many questions won’t help, but asking “consultative” questions improves finding solutions. Many people are “tell-assertive.” They are direct, to the point, with an eye for action. Others are “ask-assertive.” They much prefer to ask questions rather than tell people what they think. Which are you?
When you want to convince someone about a situation, you are “selling” your idea. You are the sales person.
Sales Professionals
Expert sales professionals know how to discern where the pain in the customer’s organization is. You need to do the same. Asking how you can solve the pain or challenge helps you finalize your sale. Call it solution or consultative selling, you need to ask quality questions.
The Scheduling Scenario
You decide, as the Manufacturing Manager, that you want to change the Master Schedule. If you don’t consult with the team when you change the MRP system, the new schedule may require excessive resources, making matters worse than better. Planning with the team and cross functional departments for parts, components and other resources can prevent disaster. Ask the right questions to sell your idea and assure a good pilot program before full implementation. Your questions need to be thought provoking.
The Job Seeker Scenario
You are interviewed by a team of engineers who may become your colleagues. Do not be afraid to ask, “Will I get your vote for being hired?” If the team member says, “I’m not going to be the one to decide.” Your response might be, “I bet your input will be valuable. Is there anything we need to discuss to assure I’m the person for this job?”
Your Questions
What issues are causing your heart burn or high blood pressure? By facing the issues directly, but asking quality questions, you are likely to gain traction or make the “sale.” Write the questions in advance. Predict what the other party will ask you and be prepared to persuade through quality questions. Asking quality questions gives you a definite advantage in reaching a solution.