Questions are not only how we gain insight into another person's thinking; they are also how that other person gains insight into their own thinking. If we ask the right questions.

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+44 (0) 7976 751 095 dan@danbeverly.com http://danbeverly.com
The Art of the Question: How
to Open-up Thinking 23 February 2016
Questions are not only how we gain insight into another person's thinking; they are also how that other person gains insight
into their own thinking. If we ask the right questions.
As a coach, it's not surprising I continually tout the virtues
of questions.
The human brain is a hugely complex and ever-changing
connection machine. And its processes of making
connections (and connections on connections) and forming
maps (and maps of maps, of meta-maps!) means that not
only are our maps ever-developing; our maps are also
nothing like each other’s’ for the “same” idea.
So I can't know what you're thinking - or know what
learning you're seeking - or know the way forward most
appropriate for you - without first asking a question.
But if we're serious about supporting another person's
development in those key areas of thinking, learning and
action, any old question just won't do. Our questions need
to be powerful, progressive and insight-inducing - and
that's rarely the case.
Here are 6 question types that close-down the
conversation, instead of opening-up the thinking.
Limiting Question Type #1:
Giving Advice
Suggestions masquerading as questions are probably the
most common questions people ask.
 Why don't you … ?
 Have you considered … ?
 What about … ?
The problem with suggestions is they are limited to our
own thinking and experience; they are our idea, not the
other person's; they rob the other person of the motivating
feel-good neurotransmitters released when we have a
great idea.
Listen-out for your own advice giving.
Limiting Question Type #2:
Problem Focus
Asking questions about the problem can, at the right time,
can generate useful conversation. But generally, problem
questioning only strengthens the circuits focused on the
problem - and so finds more problems.

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+44 (0) 7976 751 095 dan@danbeverly.com http://danbeverly.com
 What are the issues in this situation?
 Why do you think this isn't working?
 What's stopping you from moving forward?
Problem questioning is rarely the best approach and never
the place to start.
Start with the goal.
Limiting Question Type #3:
Getting Details
There is a time and place to get into the details. But details
questioning actually blocks insights and new ideas. We
get lost in the details, we lose the clarity that comes with
distance and our focus shifts away from the big picture.
 Can you list all of the elements in this situation?
 What exactly happened? What exactly was said?
Getting into the details too early inhibits insights and can
miss-out on alternative options.
Keep the thinking up and out of the details as much as
possible.
Limiting Question Type #4:
Forcing Action
Great ideas are most-often emergent and when we're
thinking expansively and at a high-level. Forcing the
conversation into action too early effectively bypasses the
thinking processes required to get to an insight.
 What are you going to do about that?
 What's your next step?
 Why don't you try … ?
Getting to the action before the other person is ready will
miss-out on the motivation and inspiration that comes
with a great idea.
Wait until the other person is ready to talk actions.
Limiting Question Type #5:
Telling
Telling people how to think leaves no room for people to
arrive at their own ideas.
 Why don't you think about the big picture more?
 What about focusing on the positives here?
Telling people how to think makes the erroneous
assumption we know best for the other person. We don't.
and not only is it a waste of our time and energy to tell
people how to think - it's an inhibitor for their thinking,
too.
Help people to think better, not tell them what to do.
Limiting Question Type #6:
Asking Why
Saving the best till last: asking "why?".
 Why didn't you take that action?
 Why is this such an issue?
 Why would you want to do it that way?
And some subtler "what" versions of the same "why"
questions:
 What went wrong?
 What did you do to cause this issue?
Asking "why" - in almost any form and regardless of your
polite tone, mitigating softener phrases and coming from
an authentic desire to help - tells the other person you need
explanations, justifications, reasons and excuses. It also
lodges us firmly in the past and keeps us out of the present
and future.
Focus on the solution. Focus on the future. And don't ask
"why".

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+44 (0) 7976 751 095 dan@danbeverly.com http://danbeverly.com
Questions to open-up
thinking
So what questions are we left with that unlock great
thinking, rather than suppress it? Here are a few
examples.
 Vision Questions: What do you see as possible in this
area?
 Option Questions: What are some alternatives for
moving you forward?
 Planning Questions: What are the big milestones for
achieving your goal?
 Action Questions: Based on your new idea, what
would be the next action?
 Learning Questions: How could you usefully apply
this new learning elsewhere?
A magic addition to your
question toolbox
And a final powerful addition to your question toolbox:
silence. The magic of silence is that it gives the other
person space to think; and the option to answer the
question they wish you'd asked!
Silence can generate some insightful thinking.
Have questions
be the answer
Questions are not only how we gain insight into another
person's thinking; they are also how another person gains
insights into their own thinking. For that reason, a great
question is far more powerful than a great answer.
We all think, learn and act with the most conviction and
purpose when the idea is our own. Have questions be the
answer. The right questions.
Dan Beverly is a leadership and performance coach helping high-calibre, high-
performing professional women embrace the pivotal career moments.
His mission is to inspire possibility in others: to help us excel in careers without
compromise; and to leave us feeling energised and uplifted by a new future.
Go online to book your complimentary “Session Zero” with Dan – and start
capitalising on your pivotal career moments today.
http://danbeverly.com/session-zero