The power of the question

"Why?” It’s usually the first question we learn as a toddler. Remember when it seemed like your children asked “why” at least 1,000 times a day? Well, it’s not quite that many, but it’s a lot. Preschoolers tend to ask 200 questions a day. Their little inquisitive minds are soaking up data that is crucial to development.

Although that same sense of curiosity would help us as adults, we stop asking so many questions. The average college student asks only 20 questions a day.

Are you asking enough questions to learn more about your customers’ needs and observations?

Take the time to ask relevant questions. I’m not talking about how much of your product they’re ordering or small talk questions. Instead, make sure you’re asking the correct type of questions to better your business relationship.

There are different types of questions, and the best way to ask depends on the situation, according to Chris Musselwhite and Tammie Plouffe, business executives and bloggers for Harvard Business Review.

They define three types of questions and when they should be used.

1. Convergent questions: What, where, who and when questions get a person to clarify the specifics of what he or she is thinking. Converging questions can be important when time is of the essence or you are dealing with someone who is theoretical.
2. Divergent or expansive questions: Why and what if questions ask a person to expand on what he or she is thinking. Divergent questions can be important when you need someone to see the larger context of a position.
3. Integrating questions: If...then what questions demonstrate an attempt to find common ground between opposing positions. This builds trust and encourages compromise, which is important in situations where the stakes are high for both sides.

Other things to consider -- avoid two- or multipart questions. Ask one thing at a time. And if you must ask a sensitive question, make sure you explain why it’s necessary.

Don’t be afraid to practice and roleplay some of these questions with coworkers or a mentor. Have someone take notes or record the session so you can recognize the spots where you need the most work.

Stronger and healthier client and prospect relationships start when you take the time to ask appropriate and correctly worded questions and listen to the answers.