Unlocking Others’ Potential: The Art of Effective Questioning

 

 

 

Active listening is one of the most valuable communication skills, yet becoming a truly good listener is often more challenging than it seems.

The truth is that we have grown up in a world full of noise and constant stimuli. However, as we discussed back then, the first step to becoming an active listener is simply making the decision to do so! The second most important thing one can do is to “stop talking”! Sorry about that  – it’s not us saying it, but Ernesto Sirolli, in his incredibly eloquent way, during a remarkable talk about the value of silence when someone else is speaking. The third step is asking the right questions.

This article is dedicated to that exact topic.  

 

From the “Socratic Method” to Coaching

Through his method, known as the Socratic Method (or maieutic), by pretending to remain in a constant state of ignorance, the great philosopher asked successive questions to his conversation partners until he guided them toward the truth. This methodology can also be found in modern personal development approaches, such as the popular practice of Coaching, which relies heavily on “powerful questions.” (critical/strong questions).

 

 

Key Characteristics of Effective Questions

The most important characteristics effective questions should have are the following:

• Be concise
• Express genuine interest
• Be asked at the right moment
• Encourage the other person’s development of self-awareness
• Focus on the other person’s issue/case

 

Closed or Open Questions?

 

Apart from these basic characteristics, it is also useful to distinguish between closed and open-ended questions. In simple terms, closed questions are those that can be answered almost with a single word and leave little room for deeper thought, such as questions answered with a simple Yes or No. On the other hand, open-ended questions usually begin with words such as what, how, who, in what way, to what extent, and so on. They invite the other person to think more deeply, critically examine the facts, become open to other ideas and perspectives, and essentially explore their reality and available options. See below some comparative examples of closed and open-ended questions and think about the impact the latter can have!

Closed Questions	Open-Ended Questions
Is this a good choice for you?	What makes this choice a good one for you?
Are there other ways to…?	What other ways are there to…?
Does this issue affect your life?	How does this issue affect your life?

 

Types of Questions

Within open-ended questions, there are many different types that can be used depending on the situation. Some of the most common are the following:  

Clarification  

• What do you mean by…?
• Can you tell me more about…?

  Evaluation  

• How does it sound to you if…?
• How do you feel about…?

  Exploring Options  

• What else can you think of?
• What other alternatives do you see?

  Obstacles  

• What concerns you?
• What is preventing you from…?

  Assessment  

• What opportunity do you see in this?
• What do you think this means?

  Application  

• What do you need to do to…?
• What will you need to succeed?

  Reasoning  

• What factors influenced…?
• What are the reasons why…?*

  * As you may have noticed, we intentionally avoided using the word “why” at the beginning of these questions. This was deliberate, since questions starting with “why” may imply criticism or interrogation and therefore create an uncomfortable atmosphere.   Right before we let you start asking effective questions to your family, friends, or colleagues, we would like to close this article with the words of Clutterbuck, the well-known author, academic, and coach:   Anyone who seeks to ask questions should also ask themselves:

• Who is this question really for?
• Is the person being asked ready to be “challenged” by this question?
• When is the right time for this question?

  And now, our own question to all of you: What is preventing you from starting today to ask effective questions? The only thing we can wish for is Great Answers (for both you and your conversation partners)!  

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