By Bryan Arzani

Leaders develop people by asking them questions to get them to a point, NOT by telling them.  You lead by asking questions, not telling.  Think about when you’ve been “told” something. Did you really internalize it?  Were you really energized to change your behavior?  Most likely not.  Now think about a time that someone gently asked you questions that caused you to re-think your position or changed your premise about something.  This sticks with us!  And, we want to spend more time with the person who asked us these questions.

Power questions allow you to animate a conversation.  They allow you to cut across the fluff that people throw out. “My sales are down.”  “Our turnover rate is higher than the industry average.” “I’m having trouble filling a key position.”  While these are common ailments of a company, the usual approach of telling them what you could do for them will actually turn them off.  The conversation could be ended before it really had time to begin.

To keep the energy going, ask power questions.  Determine how long the problem has existed.  Determine what the person has tried before to “fix it”.  Find out how this is hurting their business. Phrase these as questions, and you’ve just created your own “power questions”.  You will now have engaged the attention of the person.  You’ve created a conversation where there is true “give and take”.  You’ve become an “information getter”, rather than an “information giver.”  The difference is astounding!





To learn more about how to practice this understanding, contact Results Group, LLC at or 515-330-2866.

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