Why Ask Why?

Top Question for Sales Leaders

 

Lonnie Scambi author of "The Entrepreneur's Yoda" wrote a recent post on why we should never stop asking why. He says that "anybody that has been around children knows the toughest question they can ask always begins with "why."  You can't fudge the answer to a "why" question! Where there's a problem, understanding "why" the problem exists, invariably puts you on the path to solving it.

 

It starts with "Why" do you do what you do? Is the answer the same one that you would have given when you took over you position?  If it's not, what's changed? Is that a positive or a negative? See how the "why" questions are so important?  They trigger other, even better ones. "Why" questions help us better understand ourselves and our function and roll. Note: "Because I said so," is not a valid answer.

 

Here are several critical "Why" questions I use regularly to keep on track:

Why did we win (lose) that sale?

It is crucial to analyze and understand why a sale closed or didn't, and learn from it. Even if you don't analyze all sales, you should know why you lost a sale and learn and build from that experience. A win/loss review should turn each experience into a learning experience.

Why would customers want to do business with us?

It's surprising how many companies take this one for granted, figuring that having a great product/service is the answer.

Why would people want to/not want to work for us?

This is a critical question to which a few businesses answer. It is easy to get caught up about how good their company is and how it is such great place to work. Conduct exit interviews. Ask your customers, vendors, suppliers and employees this question. The answers will aid you in making the changes needed to become world class.

Why do we have that policy or procedure?

Policies and procedures should be in place to make the business operate more efficiently not just as a CYA vehicle for the company or its management.

Why are we/aren't we making the number?

Do you know what's really underneath the numbers? This will drive a whole set of other why questions about costs and their makeup. How often do you really both analyze and communicate this to your team? It's important under either circumstance. When you are making money, you and your team know why and thus, what needs to be done to keep doing it. When you aren't, you know why not, and want needs to be done to correct it.

Why am I doing this?

This is a question that you should not only ask, periodically, but more important, have the answer in the form of a set of key objectives for both the company and for you, personally and professionally."

Additional Why Questions:

• Why does it work this way?
• Why is that our goal?
• Why did you say no?
• Why don't we enter this market?
• Why did you change your mind?
• Why are we having this meeting?
• Why not?

There isn't a more important question for leaders to ask than "why." Why would you ever stop asking it, and, of course, answering it?