Questions That Get Results

Ask the right questions and get improved, sustained employee performance

Since technology has made it easy to access, share, and distribute company data, many managers avoid live interaction, instead relying on emails, text messages, Web-based seminars to manage their employees. But although technology has changed, people have not. There is still a need for effective face-to-face communication; managers need to have the ability to ask the right questions and use the answers to find solutions.

Questions That Get Results is an innovative, powerful resource that provides managers with the questions that lead to real answers for motivating employees, minimizing conflicting priorities, maximizing working relationships, building trust, holding the team accountable, coaching for greater performance, selling ideas, creating change, hiring the best candidates, and negotiating solutions to internal and external conflicts.

• Each chapter profiles a manager who is struggling to communicate, an otherwise successful leader who is simply missing an element in their managerial toolkit
• Following each profile are practical tools that will assist any manager faced with a similar situation
• Together the authors train approximately 30,000 professionals per year

Increase your effectiveness and bring out the best in your employees by learning the Questions That Get Results.

Introduction v

Chapter 1 Questions That Get Results 1

Chapter 2 Questions That Manage Your Team 15

Chapter 3 Questions That Delegate 27

Chapter 4 Questions That Coach 39

Chapter 5 Questions That Motivate 50

Chapter 6 Questions That Hire 70

Chapter 7 Questions That Uncover Goals 92

Chapter 8 Questions That Manage Across 103

Chapter 9 Questions That Manage Upwards 115

Chapter 10 Questions That Develop and Sustain External Business Relationships 127

Chapter 11 Questions That Manage Your Career 146

Chapter 12 Questions That Assess Opportunities 164

Chapter 13 Questions That Manage Your Relationships with Your Kids 182

Acknowledgments 191

Index 193

Paul Cherry is founder and Managing Partner at Performance Based Results, an executive sales and leadership development organization. He has worked with 1,200 clients to date and is a recognized authority on client/employee engagement strategies. He is the author of Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants.

Patrick Connor is Managing Partner at Performance Based Results and has worked with more than 100,000 individuals in twelve countries. Patrick's expertise is in executive development and corporate sales training. His personal mission is to help people throughout the world live more profitable and productive lives.

Ask the right questions and getimproved employee performance!

Are you tired of asking questions that seem to disempower rather than motivate your employees? Do you struggle to have effective face- to-face communication with your employees in this age of truncated and abbreviated messages? Would you like to ask the right questions to help you hire and retain the best talent?

Questions That Get Results is a powerful resource that provides managers with the questions that lead to real answers for motivating employees, minimizing conflicting priorities, maximizing working relationships, building trust, holding the team accountable, coaching for greater performance, selling ideas, creating change, and negotiating solutions to internal and external conflicts. If you're a manager who would like to ask the right questions that will get you great results, this book is for you.