Two weeks ago, a book club invited me as a guest because they were reading my Bounce-Up™ book. After someone asked how to get unstuck, I shared a favorite technique. Use questions to shift from reactive thoughts to solution-oriented results. When we focus on the problem and all that the situation entails, we stay stuck. When we flip our thoughts to questions, we shift to the solution, which is proactive.
One of the members asked, “What do you think our world would be like if everyone asked 50 percent more questions?” Wow! What a thought-provoking question. Think how amazing the world would be. We’d eliminate reactive responses. We’d avoid hasty conclusions. We’d open curious dialogue with others.
In my sales workshops, I talk about how questions can unlock secrets, aka hidden emotions. I share a story about how I [happily] rented a yellow convertible in Los Angeles because of three questions a sales associate asked. Asking strategic questions can help every professional, not only those in sales. While presenting to Florida construction association’s c-suite members, I suggested using a three-answer question strategy. “What? How do you do it?” Several members wanted to know. Each question needs to offer the opportunity to get three responses. [Need to up-level your questions? Email me with Hit the Target in the subject line for my worksheet that walks you through this exercise.]
For the construction association, I used this analogy. Questions can be an arm punch or a combination. An arm punch is a tired, almost useless punch a boxer throws when he’s running out of energy and strength. In business, it’s the same question everyone in the industry asks. A combination is three or more power punches a boxer throws to be more effective in the ring.
Think: Targeted Questions + Stronger Responses Quicker = Increased Business
Going back to the book club question, imagine what we could discover about others if we asked two questions for every one statement.
Why Questions Work:
- We have time to pause and think. Questions engage the brain to be proactive, which opens the door to opportunities.
- Questions become the driving force behind our thinking. When we ask proactive questions, we move toward positive thoughts, words, and actions.
- Questions form new patterns in our brains. When we ask positive questions, it becomes a pattern to look for a positive solution.
Bounce-Up Momentum Builders
- When have you made a comment when a question could’ve served you better?
- How much practice would you need to ask two questions for every one statement?
- Who could be a good person to practice asking three-answer questions?
- Bounce-Up University launched this month. Hear how my clients initiated it here.
- Grateful to have been invited as a guest on three business podcasts this month. More to follow.
Until next time, make it a Bounce-Up™ day!
P.S. I’d love your feedback about Bounce-Up University. Check it out here.
Until next time, Power-Up, Play-Up, and Bounce-Up!
P.S. Are you ready to create a Resilient-Driven Sales Plan?