In the fast-paced world of consulting, the ability to ask insightful questions can be the key differentiator between average and exceptional performance. Here are 7 things you need to know about the art and science of effective questioning to generate superior outcomes.

We Discuss:

• How can consultants ask good questions without appearing incompetent?
• Is the Socratic method overused in consulting?
• How does asking questions differ across cultures?
• How can technical consultants improve their questioning skills?
• How can junior consultants ask questions of senior team members or clients?

Key Highlights:

• The importance of asking good questions as a consultant, rather than just appearing as an expert (00:02:58)
• Building rapport and psychological safety is crucial for asking probing questions effectively (00:26:13)
• The Socratic method can be valuable if used with humility and genuine curiosity, not to prove someone wrong (00:30:05)
• Cultural differences play a role in how questions are perceived and should be asked (00:40:09)
• For technical consultants, developing questioning skills may require intentional effort as it doesn’t always come naturally (00:44:03)
• Asking questions demonstrates expertise more than just stating facts, though this can be counterintuitive (00:46:16)
• Good questioning involves being curious, open, caring about the intent, and can be learned through practice (00:45:22)
• Questions are fundamental to human existence, learning, and career development (00:45:46)

7 Takeaways:

• Effective consultants focus on asking insightful questions rather than simply demonstrating expertise, as this approach leads to better problem-solving and client relationships.
• Building rapport and psychological safety is crucial before asking probing questions, especially in different cultural contexts where relationship-building may be more important initially.
• The Socratic method can be a powerful tool when used with genuine curiosity and humility, rather than as a means to prove someone wrong or appear superior.
• For technical consultants, developing strong questioning skills may require intentional effort, as it often doesn’t come naturally to those with an engineering mindset.
• Asking thoughtful questions can actually demonstrate more expertise than simply stating facts, though this approach may feel counterintuitive at first.
• Good questioning involves being curious, open-minded, and caring about the intent behind the inquiry, skills that can be learned and improved through practice.
• Questions are fundamental to human existence, learning, and career development, serving as a powerful tool for personal and professional growth.

Check out the Audio-only version of this episode!
Episode 73 – Audio Only