Asking questions, especially the right question, cannot be overestimated in sales. Pinpointed and effective questions drive the conversation and helps all involved to reflect on the right issues. Reflecting on and narrowing the discussion down to what really matters is the forerunner to getting a bird's eye view.

Did you ever find yourself bogged down in the thick of thin things? Are you at times unable to see the forest for the trees?

							The problem is more common than you might suspect. In my experience, everyone has blind spots. Missing the full perspective and making mistakes may not be very harmful case by case, but when leaders make mistakes it may affect a lot of good people. (BTW, we're all leaders in one way or another.)

Blind spots will cause even the most sincere leader to make mistakes. If those mistakes are to be avoided, leaders need someone that can help them flap their wings and get a bird's eye perspective. Such a perspective can only be achieved through skillful and persistent questioning.

Self Evaluation

Decades of research has clarified a large array of types of questions that have great impact depending on how and when they are asked. Why does this matter? It matters in so many ways. Today I'd like to share one basic principle in which you can apply the importance of questions right away in your own life - on your own:

Recently I was digging dirt in our garden. The task seemed overwhelming, but I kept at it. Every so often I would take a few steps back and ask myself: "Is this turning out the way I want it to?" The sight was not encouraging at first, but step by step the entire garden became smooth just like I had it pictured in my mind.

We can do the same in every situation and scenario. "Is this turning out the way I want it to?" is a simple question that will cause us to evaluate whatever it is we do. Surprisingly enough, many people seldom take the time to stop and reflect about the progress they're making. As a result, we lose track of where we are, how we are doing and what results we are getting.

Conscious Conversation with Yourself

How can we get a bird's eye perspective? Take the time to evaluate by asking that simple question. Ask yourself before retiring to bed at night: "Is this turning out the way I want it to?". In one way or another, you'll find issues that need fixing. The question and issues will remain with you throughout your sleep and the morning will present insight provided by your subconscious mind. It never fails.

Another wonderful way to reflect is by talking to yourself while driving the car. Turn off the music and rather have a conversation with yourself about a problem you're faced with. If you're embarrassed to answer your own questions, then ask questions only without answering them out loud. Your mind will begin to search for solutions. Regardless of how you do it, the most important element is to actively seek time to be alone and think. Sometimes it helps to read an inspiring book before you ponder your current situation. A thought provoking article or poem may trigger feelings that can put you in the mode of reflecting on life and the bigger picture.

A person that does not take the time on a regular basis to ask and ponder some tough questions in private has a poor life indeed. Take the time to reflect on your challenges, what you'd like to accomplish together with others or where you'd like to be in a year or two from now. It will make your current problems seem less discouraging when you take a step back and seek a bird's eye perspective.

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