Changing conversations by asking better questions

1. Changing conversations by asking better questions Ed Kless GN-23 Thursday, July 30th, 1:30pm – 2:15pm @edkless

2. 2 #SageSummit The contents of this presentation were provided by the individual(s) and/or company listed on the title page. The information and opinions presented in this presentation may not represent the positions, strategies, or opinions of Sage. Unless explicitly stated, Sage is not responsible for the content herein and no endorsements are implied. ©2015 Sage Software, Inc. All rights reserved. Sage, the Sage logo, and any Sage product and service names mentioned herein, are trademarks of Sage Software, Inc. or its affiliates. All other names used in this presentation are for informational purposes only and may be trademarks of their respective owners. @edkless

3. 3 #SageSummit Language was invented to ask questions. Answers may be given by grunts and gestures, but questions must be spoken. Humanness came of age when man asked the first question. Social stagnation results not from a lack of answers but from the absence of the impulse to ask questions. -Eric Hoffer

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5. 5 #SageSummit Basics of questions • Questions determine the quality of our experiences. • Questions determine how well we understand others. • Questions determine how we relate to the world. • Questions determine what is important and what is not. • Questions determine our course of actions and direct the actions of others. ê @edkless

6. 6 #SageSummit What is an effective question? • Have valued answers. • Have a purpose. • Are effectively delivered ê @edkless

7. 7 #SageSummit Bad questions • Manipulate • Try to gain power • Intimidate • Boast • Confuse • Contain jargon • Make yourself look bad • Ask "How" too early ê @edkless

8. 8 #SageSummit How? vs. What matters! BECOME: How do you do it? What refusal have I been postponing? How long will it take? What is the commitment I am willing to make? How much does it cost? What is the value of it to me? How do you get those people to change? What is my contribution to the problem? How do you measure it? What is the judgment I need to make? How have other people done it successfully? What do we want to create together? @edkless

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10. 10 #SageSummit Setting up great questions • Create a distinction from the past • Give permission for unpopular answers • Avoid advice and replace it with curiosity • Think about the risk order • Possibility and dissent come earlier • Ownership, commitment, and gifts come later ê @edkless

11. 11 #SageSummit Great questions • Engage people in a intimate way • Confront them with their freedom to make a choice • Invite them to create a new possibility in the future • Have an impact even if the person refuses to answer them • Express that change is difficult and unpredictable • Three qualities  Ambiguous  Personal  Edgy ê @edkless

12. 12 #SageSummit Best questions • Would it be appropriate at this time to ask you a few questions? ê @edkless

13. 13 #SageSummit Effective Questioning – Getting to Value Recognize a “measurable” word • Revenue • Cost • Customer satisfaction • Quality • Performance • Productivity • Et al. Ask Mahan Khalsa’s Five “Golden Questions” • How do you measure it? • What is it now? • What do you want it to be? • What is the value of the difference? • Over time (usually one year)? @edkless

14. 14 #SageSummit Best questions • Would it be appropriate at this time to ask you a few questions? • What is the crossroads you face at this time? • What is the story you keeping telling about the problems you face? • What is your contribution to the very thing you complain about most? • What is the value that your organization can create for your customers? • Who are your heroes and why? ê @edkless

15. Changing conversations by asking better questions Ed Kless GN-23 Thursday, July 30th, 1:30pm – 2:15pm @edkless

16. 16 #SageSummit Questions? • Send any questions you may have about this session to the following email by August 15: @edkless ConferenceSessions.NA@sage.com

17. 17 #SageSummit Session survey • Complete a survey for this session! @edkless http://goo.gl/2MUPWW Session code: GN-23 Session title: Changing conversations by asking effective questions