Some meetings go completely sideways. Maybe everyone is talking around the issue or maybe it’s so tense that no one wants to talk at all. Whether you’re sitting across from a client or leading a team meeting, asking the right questions can totally change the dynamic. It’s not about proving a point or assigning blame but about creating clarity.

Paul Thornton, an author and sales expert who teaches leadership classes to college students, says a single question can immediately cut through defensiveness and clarify the path forward. When you ask questions that get to heart of the issue, you not only get the information you need but you also engage your team and open the door to new ideas. How do you ask the right kind of questions? We share his tips in this issue of PromoPro Daily.

  1. Be clear about your purpose. Thornton says you should immediately identify what you want to learn or achieve. What is your goal? 

  2. Prepare in advance. Before meetings, Thornton suggests writing down your questions to guide the conversation. The quality of your questions shapes the quality of the discussion. Also, consider potential follow-up questions to solicit more details, examples and reasoning. 

  3. Ask one question at a time. You may want to ask multiple questions at the same time but try to avoid doing this. Thornton says you should also steer clear of rhetorical questions. Instead, concentrate on gathering the necessary information. 

  4. Challenge assumptions. Great questions help people uncover and analyze beliefs they may not even be aware of, Thornton says. What do we assume our customers care about most? 

  5. Connect ideas. Strong questions help people make new connections between various factors, revealing new insights. How does our current strategy align with what our latest customers value?”  

  6. Be comfortable with silence. Thornton advises giving people space to think and respond thoughtfully. Oftentimes, the most informative response follows a period of silence. 

  7. Encourage broad participation. In a group setting, ensure all voices are heard. When possible, encourage input from quieter participants and manage the contributions of those who tend to dominate the discussion. Also, resist the urge to answer your own questions, Thornton says. 

  8. Capture notes promptly. Thornton recommends recording key points during and immediately after discussions while details are fresh in your mind. 

Consider the questions you ask your clients and colleagues. Are they shutting down dialogue or leading to new conversations? Instead of jumping in with solutions, ask questions that get everyone thinking differently.

Compiled by Audrey Sellers
Source: Paul Thornton is an author and a sales expert who has taught college courses in management and leadership for more than 25 years.