Mastering Questioning Skills

Stop nodding along in meetings. Start having impact: Too often, meetings are filled with phrases like: ❌ “That sounds great” ❌ “Let’s table it for another time” ❌ “Let’s circle back when we have more info” From 10 years in high performing teams, here’s what I’ve learnt about meetings: Top performers aren’t afraid to ask the hard questions. Here are 13 questions you can ask to leave a mark: 1/ "What do we have to deprioritize to do this well?" ↳ Use to help create focus. ↳ Shows you understand we can't do everything at once. 2/ "What happens if we do nothing?" ↳ Use to overcome inertia. ↳ Helps identify true priorities. 3/ "Who's done this well that we could learn from?" ↳ Use when projects have been done before. ↳ Shows you want to use others’ learnings. 4/ "What's the simplest way to explain this?" ↳ Use to create clarity. ↳ Shows you understand the importance of simplicity. 5/ "What went wrong last time?" ↳ Use when repeating past initiatives. ↳ Shows you want to learn from experience. 6/ "How will we know if this is working?" ↳ Use when success isn't clearly defined. ↳ Shows you care about real results. 7/ "Who's going to own each workstream?" ↳ Use when responsibilities are unclear. ↳ Prevents the "someone else will do it" problem. 8/ "How does this affect our current priorities?" ↳ Use when new work might disrupt current priorities. ↳ Shows you're thinking about the whole picture. 9/ "Who might we upset by this choice?" ↳ Use when changes could impact others. ↳ Shows you consider how others might feel. 10/ "If we had half the budget, how would we do this?" ↳ Use to find creative solutions. ↳ Shows you can spark new ideas. 11/ "What aren't we seeing here?" ↳ Use when consensus comes too easily. ↳ Shows you look at problems from all angles. 12/ "How does this help us reach our primary goals?" ↳ Use when projects drift from objectives. ↳ Makes sure we're not getting sidetracked. 13/ "What's our plan for the worst-case scenario?" ↳ Use when planning risky initiatives. ↳ Shows you think ahead. Remember: Impact can from asking the right questions. You don't have to be the smartest one in the room. Just ask the questions that make others think differently. P.S. Which of these will you use in your next meeting? — ♻ Repost to inspire your network to have more impact at work. ➕ Follow me (Will McTighe) for more like this.

I stopped asking "What are your priorities?" in sales calls. I'd get generic, unhelpful answers each time. I ask these instead: 1. What are the top 3 metrics you're measured on this quarter? ↳Knowing their key performance indicators reveals what truly matters. 2. What's keeping you up at night about hitting those goals? ↳Their biggest fears and challenges point to where you can create value. 3. Where are you currently losing revenue or leaving money on the table? ↳Quantifying the cost of inaction builds urgency for change. 4. Have you explored other solutions before? What didn't work? ↳Understanding past failures helps you differentiate and avoid the same pitfalls. 5. What would a successful outcome look like for you in 6 months? ↳Aligning on their definition of success guides your solution positioning. 6. Who else is impacted by this issue across the company? ↳Identifying all stakeholders ensures you bring the right people into the process. 7. What's your budget range for addressing this? ↳Getting a sense of investment appetite upfront avoids wasted time. 8. What's your decision-making process and timeline? ↳Mapping the path to a decision keeps the momentum going. 9. What concerns do you have about moving forward? ↳Surfacing objections early allows you to directly address them. 10. How will you measure ROI if we're successful? ↳Defining ROI metrics upfront justifies your pricing and business case. Vague, open-ended questions lead to vague, unhelpful answers. Get specific, and you'll uncover the insights to truly understand the buyer's situation. --- Repost ♻ to help your network with this important skill Comment “SEQUENCE” below if you want me to send you 13 email sequences that sell like crazy. 

I've analyzed thousands of sales calls. One pattern separates top performers from everyone else: They ask "why" without saying "why." Here's what I mean: Bad AEs ask: "Why is that important?" (Feels interrogative. Puts buyers on defense.) Great AEs ask: - "What's driving you to prioritize that?" - "What's going on in the business that's making this urgent?" - "Help me understand what's behind that." Same intent. Different response. The word "why" triggers something in people. It feels like you're questioning their judgment. Like a parent asking a teenager: "Why did you do that?" But when you rephrase it? Magic happens. Here are 5 ways to ask "why" without saying "why": Instead of: "Why does that matter?" Try: "What's driving your timeline?" Instead of: "Why now?" Try: "What's the urgency behind solving this now versus later?" Instead of: "Why is that a problem?" Try: "What made this resonate?" Instead of: "Why do you need that?" Try: "What's going on in your world that's making you need that?" Instead of: "Why are you looking at this?" Try: "What motivated you to start exploring this?" Same information. Zero resistance. Start asking "why" without saying "why." Your discovery calls will never be the same. P.S. These 7 strategies will help you CLOSE more deals in a GTM crisis: https://lnkd.in/d_DkYTSH

𝗜 𝗹𝗼𝘀𝘁 𝘀𝗮𝗹𝗲𝘀 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝗜 𝘄𝗮𝘀 𝗹𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴, 𝗻𝗼𝘁 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝗲𝗮𝗹 𝗰𝗼𝗻𝗰𝗲𝗿𝗻. For a long time, I thought I was strong at handling objections. I’d respond clearly, explain the value, and even share proof of outcomes. But people still hesitated and then it clicked me. I was hearing their words, but I wasn’t catching what was underneath their doubts, fears, and unspoken concerns. Here are 𝟮 𝘀𝘁𝗲𝗽𝘀 that helped me shift from listening to truly understanding: 𝟭. 𝗣𝗮𝘂𝘀𝗲 & 𝗣𝗿𝗼𝗯𝗲: ↳ Slow down: Don’t jump into explaining. Take a breath. ↳ Listen between the lines: What emotion sits behind the objection? Fear of risk? Lack of clarity? Past bad experiences? ↳ Ask better questions: Simple, open prompts like “Can you tell me more?” reveal what they actually mean. ↳ Hold space: Let them express their real concern without rushing to fix it. 𝟮. 𝗔𝗰𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲 & 𝗔𝗱𝗱𝗿𝗲𝘀𝘀: ↳ Validate their concern: Sometimes people just want to feel seen before they feel convinced. ↳ Get to the root: Address the fear, not just the statement. ↳ Respond with clarity: Once you understand the real issue, your explanation becomes sharper and more relevant. ↳ Build trust: Understanding creates safety. Safety creates decisions. 𝗡𝗼𝘄 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽 𝗶𝘀 𝘁𝗼 𝗽𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝘁𝗵𝗶𝘀 𝗱𝗲𝗲𝗽𝗲𝗿 𝗹𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴 𝗶𝗻 𝗲𝘃𝗲𝗿𝘆 𝗰𝗼𝗻𝘃𝗼. #sales #coach

Given my role as an Organisational Psychologist, I've spent a LOT of time over the past decade thinking about #PsychologicalSafety – perhaps not surprising given the "psychological" part of being a psychologist! 🤣 In my view, one of the simplest ways for leaders to encourage open dialogue – both a signal of and a contributor to psychological safety – is to… ASK BETTER QUESTIONS. Let's take the example of a leader sharing a plan, strategy, idea, or proposed approach with the team / organisation. Instead of asking... 👉 “Any questions?” (cue awkward silence) Try something like... 💡"What could I be missing or not seeing?" 💡"What’s something you’d do differently if you were in my shoes?" 💡"Right now, what feels most unclear or uncertain?" 💡"Where could we be oversimplifying or overcomplicating things?" 💡"What other angles need to be considered?" Why does this work? Because these questions make it easier – and more comfortable – for people to speak up. They actively invite contributions, and show that, as a leader, you know you might be missing something. They show that you value others' input. In psychological safety terms: they "invite participation" and "demonstrate situational humility". Of course, how you respond to those contributions also matters – but that's a post for another day. 📑 Save or share this post if you think these questions might come in handy! 👇 And please share – what's one question you'd add to this list?

The power in the ability to have a compelling conversation with a healthcare stakeholder cannot be overstated. Two things to stay focused on during your conversations: 1. Talk about something THEY care deeply about (which means uncovering what that is in the beginning of the conversation) 2. Make the conversation all about THEM, not your product (don't worry, they'll be asking you to tell them about your product when the time is right...and you'll have their undivided attention) "Dr. Smith, it seems like most [specialists like them] believe that [key issue or opinion]. What are your thoughts about this?" Stop talking. Listen. When they stop talking, or at the right moment, ask another question—to learn more about their thoughts and beliefs. Ask questions to guide the conversation. Only when appropriate, based on the preceding conversation, if your product may be able to provide a benefit, ask, "If you were able to [benefit related to the conversation], would it be worth discussing? Notice how it's possible to have a productive conversation without mentioning your product until the best possible moment? Simple. Not easy, but simple. And with some training and practice, it becomes a part of you. And you're no longer a product-pusher, but perceived as a person of value. How often have you been sold to this way?

Coffee is for closers. That line, and the toxic bravado behind it, needs to go. The best consultants and salespeople don’t sell. They start with one simple question: “Why?” And The Wolf of Wall Street is not a how-to sales guide. It’s a cautionary tale soaked in ego and adrenaline. Glengarry Glen Ross? Same thing. A masterclass in manipulation and moral bankruptcy, yet somehow these warped tactics, fast talk, pressure plays, "always be closing" still show up in sales training, and yes, recruitment floors. The recruitment industry, like it's close cousin real estate, is littered with outdated tropes: “Sell the pen.” “ABC: Always Be closing.” “Dominate the room.” Say whatever it takes to close the deal. These tactics are not just outdated. They’re shallow. Real influence doesn’t come from how well you pitch, post, or promote. It comes from how well you listen and whether what you say is backed by substance. Take “Eddie,” a self-proclaimed million-dollar biller with stories spanning Manhattan, London, and beyond. Mate, we all know it’s smoke and mirrors. A performance. You aren’t Brisbane’s own James Bond. The truth? -- The best salespeople don’t push. They pull. -- They don’t dominate the room. They open it up. -- They don’t talk more. They listen better. But not just any questions. They ask the ones no one else dares to. The ones that peel back assumptions, uncover motivations, get to the root of the problem. Most people ask what. Good people ask how. The best ask "why." Why? Because “why” changes the conversation. It unlocks purpose. Invites honesty and builds trust. “Why did that matter to you?” “Why do you feel that way?” “Why” is a shortcut to the truth. I remember sitting in a team meeting years ago. Nick, a sharp and well-respected colleague, was pitching a cost-saving plan that completely missed the mark for our customers. Instead of challenging him directly, I just kept asking “Why?” Five times. Eventually, he paused, and concluded there were better, more customer-focused options. That’s the power of better questions. Not to trap someone, but to help them see more clearly. When you lead with curiosity, you’re building connection. You’re showing someone you care about them, not just the transaction. And that’s where trust happens. That’s what actually drives referrals, sales, and loyalty. Take it from me, someone who spent +20 years getting this wrong. It turns out that the sale is just the byproduct. The real win? Be the person who gets it. Who listens when others talk. Who connects instead of convinces. Be the person who gives it all away for "free." Because you know it will come back around anyway. So next time you’re in a conversation, sales or otherwise, ditch the “pitch script.” Get curious. Ask better questions. Go where others don’t. And above all, ask "Why?" The real magic in winning the deal, doesn't happen when you sell. It happens when you understand. Enjoy the coffee.

How does that make you feel? My takeaway from Charles Duhigg’s book Super Communicators is the power of the question “how does that make you feel?” And how little we use it in regular life. And even less, in business. And even less in sales conversations. Why? Because it is hard! Because it also requires us to open up about how we feel about something, and we may not be ready to share or have the right words. So we are scared to do it. But you will be surprised how many more people are willing to share how something makes them feel vs people who don’t. When done right. With true curiosity about how the other person feels, it works like magic. You can get into reciprocity loops in which your customer or prospect sharing how they feel about a problem prompts you to share something personal yourself, and back and forth it goes taking your relationship to a whole new level.  It’s one of Cialdini's principles! But be careful, when done insincerely or manipulative, it will backfire and it could make the conversation take the wrong turn. Asking someone how something makes them feel, takes practice.  It’s not natural for us to do it. So you need to get your reps in every day.  So go ahead, work “how does that make you feel” into at least one sales conversation a day. Keep track.  Let me know how it goes. and how it made you feel 😉

She was in a high-level interview when the CMO asked: "A co-worker and client are arguing loudly in a meeting. What's your move?" My client smiled, paused and said, "What a great question." The truth was she hadn't prepared for it. In fact, she'd never been in exactly that situation. But, she nailed her answer. We had worked in depth on how to answer unexpected questions. Here's the 5-step process I taught her. 1️⃣: Take control of the moment ↳ Say "That's a new question..." ↳ Smile, pause and breathe 2️⃣: Do you have an answer? ↳ Why they are asking this question? ↳ Do you have a relevant or related example? 3️⃣: Ask for clarification ↳ "Do you mean..." ↳ "Could you give me an example..." 4️⃣: Confirm understanding ↳ "The thing that stands out to me in this situation..." ↳ "Have I got that right?" Make it a conversation 5️⃣: Answer the question ↳ Share a similar or related situation ↳ OR share how you would handle it, highlighting you understand the issues Questions we don't expect are inevitable in the interview process. The key to success with these is: 🌟 A deep of understanding of your skills, and ability to articulate them 🌟 5-10 stories that show how you have applied these skills in real life 🌟 Patience with yourself and a willingness to pause 🌟 Asking questions to learn more 🌟 Clarifying before answering a question you're unsure about Remember: It's not always about the right answer. It's about how you handle the situation. 🚀Get more career advice and job hunting tips in my weekly newsletter: https://lnkd.in/eEdhDCb3 Follow @Sarah Baker Andrus for more career insights

"That's a good question" *pause*... "that's a really good question". What's my secret for getting this response often in interviews? Thinking about it like a new project - not an interview. I treat it like how I would the beginning of any consulting engagement. - What do you need me to do? - Who am I going to work with to accomplish my goals? - What does your data infrastructure look like (and is it actually ready for analysis)? - How will the goals and responsibilities of this role evolve over time? Asking questions from the perspective of "how are we going to succeed at this" instead of "what are you doing for me" completely changes the tone of the interview. My first job search, I had no idea how to come up with questions - despite hearing how important they were. I focus on how I'm going to accomplish the role, which gives me and the interviewer a clear sense for how good of a fit I will be for the role. I'm not trying to trick anyone into hiring me for a role I won't succeed in, it needs to be a mutual fit for it to be enjoyable. If you know you feel stuck when asked "so, do you have any questions?", try to put yourself in the roles of "doing" the role while you're preparing for the interview and prepare a list of questions about how you're going to "do it". Once you get used to this, you might even feel like your interviews become collaborative conversations - instead of a one way rapid fire anxiety test to get through. #dataanalytics #interviewtips #jobsearch