from the Biz Coaching Co. 10-09 enhanced by Peter/CXO Wiz4biz
Using Q&A is: Asking Questions, Listening, growing Trust, building a Relationship – including asking tuff questions to make the other accountable/responsible.
A. Listening: 1) Stop Talking; 2) Let them finish; 3) Wait awhile before speak-ing; 4) Ask Questions, wait for answers; 5) Recap to verify you understand; 6) No Judgment; 7) Relax with silence.
B. Ask Questions then Wait 4 Response > List carefully > Recap > Ask sub-questions > Listen to Response. Never stop asking till you understand what you want to know.
1) Listen for unspoken Ques &Answers;
2) Objections, respond, then back to Ques;
3) Move on, if you get no good Answer;
4) Take notes on key Q&As for record;
5) Repeat or re-phrase the Question, till you get an Answer you understand.
Q1: Can we Talk? Give an estimate of the time it will take. Ask: “Is it a good time? If they agree, you have an “un-spoken” permission to lead the Questioning. If time is short, lead with your best question.
Exit: when you have an impasse or agree-ment. “Impasse”: Set a time to talk about it again after a time. “Agreement”: Do you feel good about it? It’s effective immediately & I’m going to implement it.
Q2: How are you? (to show you care) & for Building a Relationship )
How is (most important issue to them) ??
How do you feel about it?
Ask: “Have you thought about ________?
How can I help you?
Ask Team: Are we working together well?
What could we do better?
BEING a MENTOR
Q3. What do you want? Now? Later? to be, do & have?
Which area? Career, Relationships, Life? What gives you Excitement, Passion, Energy? Don’t ask how, until you know exactly what you want.
Your Biz Goals: Help others, make a contribution (to community & world) + earn adequate $$. Ask & listen to Clients, to determine what they need.
Q4. Is your work Important to you? What meaning does it have? Do it give you energy? Is it a priority? Do you have a passion for it? Will it get you closer to your goals?
Q5. How will you know, when you have it? How do you measure your happiness? Do a List. “Goal, How you will know when you get there”. What is measurement, criteria or results for each goal?
Q6. What do U “believe” is possible?Ask them to think what is possible, if there were no limitations. Ask them how they could work around the limitations. Offer advice, if needed.
Comments: Do you have any ideas how you could use Q&A to “motivate your Staff