Deepen Your Relationships with Power Questions
BY: Daniel M. Savage
- To focus the conversation. “From your perspective, what is the most important issue we should discuss today?”
- To understand their agenda and key goals. “What key goals will you be evaluated on at the end of this year?”
- To test for urgency. “Where do you position this initiative in relation to your other priorities?”
- To determine value. “What is the value of fixing this now?” “When fully realized, what do you estimate this opportunity is worth?”
- To enable self-diagnosis. “In determining compensation, are you more concerned with internal equity or market relevance?”
- To understand personal impact. “How will the outcome of this initiative impact you and your responsibilities?”
- To increase personal understanding. “You’ve achieved much. What else would you like to accomplish?”
- To gain commitment. “What options are you considering?” “In what direction are you leaning?” “What do you need to finalize your decision?”
- To identify desired behavior change. “As you reflect on how your team is dealing with this challenge, what might they do differently or better?”
- To broaden the canvas. “Tell me about some of the interdependencies within your company. How will the success of this initiative depend upon X, Y, or Z?”
- To reframe. “What other factors are contributing to this problem?”
- To challenge. “I’m curious about how you decided upon 8% as your goal. Some of our clients have achieved 10-15%.”
- To tap into emotion or passion. “As you consider all of your initiatives, what are you personally most excited about?” “What do you see as your legacy?”
- To identify stakeholders. “Who are the key stakeholders here, and who will have a role in this?”
- To learn about relationship habits. “I’m curious, who have been your most trusted advisors or service providers, and how did they earn that position?”