How to Ask the Perfect Question Every Time (3-Part Framework Explained)

“Marcus, how do I ask the perfect question every time?”?

That’s what was asked of me this week as I was speaking to a group of sales professionals in New Zealand.

And boy is this an important question to ask.

If you’re human, you’ve likely experienced the effects of asking a bad question at some point.

Maybe it was a sales meeting.

Or a conversation with a team member.

Or a conversation with a friend.

But the result wasn’t a good one.

Perhaps they were confused by your question.

Or worse, annoyed or offended.

Learning the Secret Sauce of Asking Better Questions

So what’s the secret sauce?

Well, it comes down to understanding three keys.

I call these keys “The 3 P’s of the Perfect Question”—which stands for:

• Progress
• Purpose
• Path

Allow me to explain quickly.

For a question to be effective and resonate with your audience, it must include these three elements.

Progress

For example, if you ask a question and the listener doesn’t feel like “progress” is being made, their response will likely be:

“Where are you going with this question?”

Or

“I already told you the answer to that…”

Ever been on the receiving end of one of these two statements??

Most have, and if you did, it was because progress wasn’t being felt.

Remember, unless your audience feels like your question is advancing the conversation, they very well may check out.

Purpose

When it comes to the second “P”—Purpose—we are closely related to the progress issue.

But when someone doesn’t feel your question had a purpose, they will say things like:

“Why are you asking me this question?”

Or

“What’s your point???

Once again, you have likely heard these statements before, both a result of a lack of purpose with the question.

Path

The final “P” tends to be the toughest for most people (be it sales, leadership, etc.) to master—and that’s “Path.”

When I say “Path,” I’m referring to the question’s ability to quickly allow your brain to find a path to the answer.

For example, if I asked you the question, “What’s your greatest memory?”—you might struggle because there are so many directions your brain could go in. But if I said, “What’s your greatest memory as a child with your mother?”—then you could likely come up with a moment, simply because I gave you a clear path to follow.

When you ask a question that lacks a clear path (or specificity), the resulting response is often:

“I’m confused by your question.”

Or

“I don’t know what you mean.”

Or worse, you simply get a blank look of confusion from your audience.

Granted, understanding the three Ps and implementing them in daily conversation doesn’t come easy for most, but if you’re aware of them, your ability to ask questions that connect, motivate, and inspire is dramatically increased.

So, pay attention to your conversations.

Observe how people respond to the questions you ask.

And practice these principles with your team.

If you do this, the results can truly be life-altering, and everyone around you will be better for it.

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To Saying It Better and Connecting Deeper,

?Marcus

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