Question: What Makes a Good Question?

The quality of your result is directly proportional to the quality of conversations that you have. The quality of your conversations is directly proportional to the quality of questions that you ask. That applies not only to business, but life in general. It’s used a great deal in selling and also in consulting. And learning leaders often do a great deal of selling and consulting.

As they attempt to figure out the needs of their business partners, a good question for learning executives to ask is, “What makes a good question?” The answer is fairly simple. Good questions do more than gain the right information. Good questions also build bonding and rapport and reinforce trust.

There is more to what makes a question a good question. Here’s the key.
Good questions are always asked for the prospect’s benefit, not yours. Of course, in the end, all questions are asked for your benefit. But they must be valuable and help the person you’re working with; otherwise, the questions will be perceived as manipulative. When the questions are perceived as manipulative, you lose rapport, and whatever you’re trying to accomplish rolls downhill.

Good questions help lead the other person to the answer that makes the most sense. Good questions also help them make a decision one way or the other. Don’t be fooled: Just asking for a decision may not be a good question. Here’s why.

“If I can show you a way to save money, will you get on-board today?” That is a tired, 1970s-style decision question. It is too much of a trap. Today, that style of question simply doesn’t work because it kills rapport and trust. Although some may think it leads the prospect to a decision, those tactics usually lead the prospect to a “no.” If you haven’t developed the problem and established enough trust and rapport, the “Will you buy today?” approach only drives people away.

After all, whom is that question for? Is that for you or the person you’re working with? When a salesperson asks a self-serving question, the balance in bonding and rapport diminishes. Trust decreases. Chances of getting the truth or a real answer also diminish.