By Neil Phillips.

If I had an hour to solve a problem and my life depended on the solution, I would spend the first 55 minutes determining the proper question to ask, for once I know the proper question, I could solve the problem in less than five minutes.”

~ Albert Einstein

As a coach, I know I have asked the right question when the phone goes quiet.  My client has stopped to think.  Powerful questions cause us to dig below the obvious answer and uncover not the problem, but the solution.

As a direct selling leader, you may struggle with just how to unlock the potential in your team members and become frustrated when they don’t take action or achieve results.  Prodding them to do more, tantalizing them with incentives, and holding them accountable to action may result in disappointment and failure for your potential leader when she doesn’t achieve her goal.

How do you unlock the talent that you believe lies within? Ask questions, not just any questions, but powerful questions.  Powerful questions:

  • Are thought-provoking and invites reflection and finding deeper meaning
  • Expand possibilities or focus attention
  • Bring underlying assumptions to light
  • Stimulate curiosity and creativity

A powerful question asks not “what do I need to know?” but “what does she need to know?”  For example, your future leader calls you frustrated because she can’t seem to add anyone new to her team.  You know as her leader that she is probably not offering the opportunity at her selling appointments or parties.  You could tell her what to do, but that hasn’t worked.  Instead, try asking a powerful question like.

  • What could you do differently?
  • Tell me more about that.
  • What’s your attitude stopping you?
  • How could you learn about recruiting?
  • What attracts people to our business?

Powerful questions focus on what is possible, NOT the problem.  Powerful questions are NOT looking for the right answer; they uncover all the options.  Powerful questions cause people to examine their own circumstances in a new light, from ‘outside’ their current situation.

Too often, leaders believe that they are being paid for fixing problems rather than fostering breakthrough thinking.  Powerful questions unlock breakthrough thinking, and your team will soon discover their own solutions! Go ahead, start asking more questions!

Want to learn more about growing as a leader?

Being a leader is more than managing sales and recruiting. Being a leader tests your self-concept and relationship skills. The Direct Selling Leaders Network is the Facebook group known as a safe place to share questions and answers about growing your business. Leaders are curious. This is a great group to find out some answers.

The Direct Selling Leaders’ Network is the Facebook group for leaders like you. This social learning community is the premier online community for direct selling leaders, future leaders, and those who want to create their future. Leadership is a way of life, not just a position. Join us as we add new FREE content every week! Recruiting, Getting Your Team to Work, and Tips on Working Smarter, Not Harder. NOT A MEMBER? Please join some of the best leaders in direct sales.