4 Minute Read<\/p>\n
You can’t find the solution to a problem if you can’t identify the source of the problem. Learning how to ask the right questions allows you to get to the root of any\u00a0 problem so you can become a problem solver.<\/em><\/p>\n <\/p>\n How many times have you jumped straight to solutioning, only to later realize that if you had asked questions, you would have found a better solution? Problems are tricky because they often come with many layers and plenty of nuance. When people describe a problem, they describe it from the lens of their experience and expectations.\u00a0 This makes it even more complicated to get to the root of what\u2019s going on.\u00a0<\/span>\u00a0<\/span><\/p>\n So how do you find the best possible solution?\u00a0<\/span>\u00a0<\/span><\/p>\n In my experience, the answer isn\u2019t in the solution\u2014it\u2019s in the questions. Smart questions define problems better and lead to a more clear vision of what\u2019s truly happening. When you understand what\u2019s truly happening, you can run through multiple scenarios, consider different solutions and find the best possible answer.\u00a0<\/span>\u00a0<\/span><\/p>\n When you get to the root of a problem, you can solve it in a way to leads to happier customers, growth and profit.\u00a0<\/span>\u00a0<\/span><\/p>\n It might not seem like it, but a problem can be a real break, a stroke of luck or an opportunity knocking. A problem can be a chance to get out of a rut and make yourself or some situation better. Of course, sometimes problems do arise as a result of external factors or bad events\u2014but not always.<\/span>\u00a0<\/span><\/p>\n Any new awareness that allows you to see possibilities for improvement brings a \u201cproblem\u201d for you to solve. This is why the most creative people are \u201cproblem seekers,\u201d looking for a solution, rather than \u201cproblem avoiders.\u201d Most folks in business are people who like to solve problems. They love untying complex knots\u2014the bigger and tougher, the better.<\/span>\u00a0<\/span><\/p>\n A problem is the difference between your current and desired conditions. It can result from new knowledge, or it might come from an unfulfilled dream. When you identify the difference between what you have and what you want, you have defined your problem. This is when you can begin to develop a plan to achieve your goal.<\/span>\u00a0<\/span><\/p>\n Developing a positive attitude toward problems will transform you into a happier, saner and more confident person who is in more control of your life. Train yourself to respond to problems with enthusiasm and eagerness and you\u2019ll be amazed at the results you will generate.<\/span>\u00a0<\/span><\/p>\n The difference between success and failure is knowing that you\u2019ll solve the \u201creal problem.\u201d For example, most executives know when something is wrong. But few correctly perceive the actual issue that needs to be solved. You can, however, train yourself to effectively identify the heart of a problem with greater ease. <\/span>\u00a0<\/span><\/p>\n Here are several methods that will help you get to the root of a problem with more clarity.<\/span>\u00a0<\/span><\/p>\n Sonar helps dolphins \u201csee\u201d in murky and dark water. Questions are the business equivalent of sonar. Asking the right question will help you find your way through a problem, locate the right customers, avoid future difficulties and outperform your competitors. <\/span>\u00a0<\/span><\/p>\n Questions also act as a filter that will help you decipher the key elements of a situation.\u00a0To reach a solution, finding answers to the \u201cWhat?\u201d and \u201cWhy?\u201d is critical. <\/span>\u00a0<\/span><\/p>\n Some examples of \u201cWhat\u201d and \u201cWhy\u201d questions are: <\/span>\u00a0<\/span><\/p>\n What is broken? <\/span> Why did this happen?<\/span> Formulating clear questions leads to precision. This approach naturally sorts and sifts information during discovery, allowing you to focus your research on gathering only the specific evidence and facts that illuminate the main question. This focused approach helps prevent getting lost in the process or confusing peripheral details with central issues.<\/span>\u00a0<\/span><\/p>\n Unfortunately, most people don\u2019t take time to frame the questions beforehand or to ask questions in layers. Effective questions are powerful and thought-provoking. They are open-ended and not leading. Oftentimes they are \u201cWhat?\u201d or \u201cHow?\u201d questions. And while \u201cWhy\u201d questions can be quite helpful when you\u2019re homing in on internal issues, use them with caution when questioning people. \u201cWhy\u201d questions are good for soliciting information but can make people defensive. Also, to be an effective questioner, remember to be patient and wait for the answer, don\u2019t provide it yourself!<\/span>\u00a0<\/span><\/p>\n When working with other people to solve a problem, it\u2019s not enough to describe the problem to them; they need to understand it for themselves. You can help them do this by asking questions that lead them to think about the topic. This requires you to listen and let go of your personal biases and assumptions. Find out what the person you\u2019re interviewing knows about the problem.<\/span>\u00a0<\/span><\/p>\n A great opener to any new project is: \u201cWhat do you think is the problem?\u201d Behind effective questioning lies the ability to listen to the answer and suspend judgment. This means being intent on understanding what the person is really saying. What is behind their words? Is it fear? Excitement? Resistance?<\/span>\u00a0<\/span><\/p>\n Let go of your preconceptions so they don\u2019t block you from learning more information. Gather the facts, then pay attention to your gut for additional data.<\/span>\u00a0<\/span><\/p>\n When you ask smart questions, you will:<\/span>\u00a0<\/span><\/p>\n Most importantly, you will be able to work through and discard a series of possible solutions. They\u2019ll lead you to the best scenario which you can then implement. Using this method, you\u2019ll increase the likelihood of developing the right answer to any problem\u2014and increase your knowledge base at the same time.<\/span>\u00a0<\/span><\/p>\n Here are some examples of questions you can use during the inquiry phase to enhance your understanding of the situation:<\/span>\u00a0<\/span><\/p>\n \u201cWhat seems to be the trouble?\u201d<\/span>\u00a0<\/span><\/p>\n \u201cWhat concerns you the most about _________?\u201d<\/span>\u00a0<\/span><\/p>\n \u201cWhat is holding you back from _________?\u201d<\/span>\u00a0<\/span><\/p>\n \u201cWhat seems to be your main obstacle to _________?\u201d<\/span>\u00a0<\/span><\/p>\n Ask customer service: \u201cWhat makes customers angry enough to contact you?\u201d<\/span>\u00a0<\/span><\/p>\n Ask sales people: \u201cWhat is contributing to lost deals?\u201d<\/span>\u00a0<\/span><\/p>\n Ask product management: \u201cWhat do you make of _________?\u201d<\/span>\u00a0<\/span><\/p>\n Ask the channel: \u201cHow do you feel about our company\u2019s pricing for _________?\u201d<\/span>\u00a0<\/span><\/p>\nCan Problems Be Good?<\/span>\u00a0<\/span><\/h2>\n
Identifying Problems is the First Battle <\/span>\u00a0<\/span><\/h2>\n
Smart Questions Bring Clarity <\/span>\u00a0<\/span><\/h2>\n
\nWhat is working?<\/span>
\nWhat needs improvement ?<\/span>
\nWhat must be changed?<\/span>
\nWhat will have the biggest impact? <\/span>\u00a0<\/span><\/p>\n
\nWhy have we been using this process? <\/span>
\nWhy is our customer considering the competition?<\/span>
\nWhy are we losing this market?<\/span>
\nWhy\u00a0is our product third instead of first?<\/span>\u00a0<\/span><\/p>\n\u00a0<\/span>What questions matter?<\/span>\u00a0<\/span><\/h2>\n
It\u2019s About Shared Understanding<\/span>\u00a0<\/span><\/h2>\n
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Powerful Questions Enhance Understanding<\/span>\u00a0<\/span><\/h2>\n