Episode 33
The art and value of inquiry with Tim Genck
March 19, 2020
Asking questions and listening to the answers sounds like a straightforward process we engage in every day—but how often do both sides walk away with the information they needed from the interaction? Tim Genck shares practical strategies for asking questions that lead to better results, as well as ways to become an active listener.
The Art of Inquiry: Key takeaways from Episode 33
The art of inquiry is the act of asking for information and listening to the response. While it’s a simple concept, learning to effectively use the art of inquiry is a complex process that takes practice. Asking questions the right way, listening to the answers, and ensuring others feel heard is foundational to building relationships and resolving conflict.
In the busy workplaces of today, taking time to ask questions is sacrificed in order to meet aggressive timelines. Inquiry takes time.
Asking the right questions can expose what’s really important in an initiative. Tim shared the example of a group of senior leaders planning an event for their staff. He used three questions during the planning process, which can apply to various projects:
How do we want our people to feel?
What do we want our people to know?
What do we want people to do?
Good questioning follows a funnel: open questions at the top of the conversation, probing questions in the middle, and closed questions to confirm agreement at the end. By starting with open questions, you avoid influencing the speaker’s answers.
Using silence is as critical as framing your questions properly. Silence gives the speaker the opportunity to share more than the first answer that comes to mind. Tim says that what comes after the initial answer is oftentimes gold—the stuff you really need to hear. It gives introverts and extroverts alike a chance to process their thoughts in their instinctual manner.
You can script the first, or open, questions, and you can also script the ending, or closed question. However, what happens in the middle depends on what the speaker says. This is why it can take time and practice to master the art of inquiry. You can’t simply rely on a formula to get your desired result.
Listening can be challenging because our brains work faster than our mouths can speak. Visualizing while listening can help you to stay focused on the speaker while also laying down memories. Use visual and verbal cues to show that you’re engaged, and also listen for the emotion under the words.
Additional Resources from Tim Genck
The Necessary Art of Persuasion by J Congar - This Harvard Business Review article defines and explains the four essential elements of persuasion.
Leadership Strategies offers a variety of free resources, including articles and ebooks, providing tips for how to ask the right questions in different circumstances.
Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt Mortenson - This books teaches readers the techniques needed to persuade, motivate, and influence others.
SmartBrief is a free resource that collects articles from multiple publications. Article topics include Leadership, HR & Career, and Small Business.
Azzarello Group - Patty Azzarello is an executive coach, speaker and author. She teaches how to lead teams, execute strategy, and build authentic success.
Bonus content downloads
Tim Genck shares practical strategies for asking questions that lead to better results, as well as ways to become an active listener.
Complete the form to download two additional resources provided by Tim Genck - Tips for Improving Listening Skills and The Art of Inquiry: Sample Questions.
