Extax Advisory
Jun 12, 20232 min
Updated: Aug 13, 2023
Consultants ask insightful questions...Peter Drucker once stated, "My greatest strength as a consultant is to be ignorant and ask a few questions."
The purpose of a meeting was to educate, gain consensus on a new organisation, and rally around a few key marketing visions and ideas. For example:
I believe that decision rights are the fundamental issue at hand. Who will make the decisions and how do you envision this governing body operating?
Yes, I understand how strategic the group is, but doesn't that only apply to XYZ and not ABC? How do you see XYZ interacting with ABC?
When seated in large groups, many of us consider asking a question but ultimately decide not to. I believe you should enquire generally. Some anxiety is beneficial. If you are dubious, listen to this superb podcast with Seth Godin, as he says, "Dance with your Fear."
Consider the position of the other person (avoid humiliating them).
You should provide context for your requests (explain why you are requesting information).
Be specific
Too much rambling; spending two to three minutes asking the same question twice because it was poorly phrased.
Making assertions; "Yes, I too believe in the number 123." (hm, okay, and...?)
Exhibit wit and self-deprecation
Reduce your tone, what you say, and how you express yourself. Ask the question with the mindset and demeanour of a person requiring assistance. Request their advice and opinion. You have not cornered them.
Maybe it's just me, but... Is it accurate to state that...
I understand, but could you elaborate?
Utilise intervals to converse with the speaker or others about the question-and-answer session. Do not develop a reputation as a meeting terrorist who asks arbitrary accusatory questions. You posed the queries for valid reasons; develop these concepts and hypotheses further. Acquire a reputation for something.
All of us are anxious, so write down the questions you intend to ask – just essential phrases so you don't get lost. These may function as prompts for your requests.
Do not ask questions to which you ought to already know the response. Conduct research and add value to your enquiries, as did Peter Drucker. If you listen to Tim Ferriss' podcast interviews, you should listen to this podcast with Arnold Schwarzenegger because he always does his research.
You are not required to initiate communication. When straightforward questions arise early in a discussion, many of my top-performing students defer to other students. They would rather monitor the conversation and intervene at crucial periods, when a well-timed question helps to steer the discussion, than participate in it continuously.