Problem
As a strategic business partner, it is not your responsibility to have all of the answers. Your role is to ask the right questions and partner with your client to determine the answers. With so much depending on your questioning skill, let's explore what makes for good questioning.
Consider the questions that appear below. As you review the questions in each column, determine what is different about the questions in Column 1 as compared to the questions in Column 2.
Two Types of Questions
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Column 1
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Column 2
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1. What are the most common errors operators are making now?
2. In your mind, select the individual who is your best salesperson. What does that person do when closing a call that is successful?
3. What should your turnover rate be?
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1. When does the new compensation system need to be implemented?
2. What is going on?
3. Do people have the skills to do the work?
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• Which column questions would you ask in your role of strategic business partner?
• What are the primary differences between the questions in column 1 and column 2?