Why? Okay, my three-year-old has this question nailed. Asking “why?” is human nature, it’s an essential aspect of curiosity and understanding, and I fully understand why I get asked this non-stop. All. Day. Long.
Asking “why?” helps to clarify underlying motivations, encourages critical thinking and problem-solving skills, and helps to build stronger relationships – let’s dive in! Why? Because understanding how impactful this question can be and using it to your advantage can be the key to landing that next big sales deal + we’ll give you a list of 20 creative ways you can ask “why?” so you don’t sound like my three-year-old.
Asking “why?” helps to clarify underlying motivations. It can help you explore a complex issue, solve a problem, and gain valuable insights and understanding. For example, if you’re trying to understand why an organization or individual has made a particular decision, asking “why” can help you to uncover the underlying drivers of that decision and find the GAP.
Another important benefit of asking “why?” is that it encourages critical thinking and problem-solving skills. When you ask “why?” you effectively challenge assumptions and seek to understand the root cause of a particular issue or problem. This can be an important step in developing new solutions or approaches to complex issues, as it can help identify areas where existing approaches may fall short.
Asking “why?” can also help you build stronger relationships and improve your communication. By asking questions and seeking to understand others’ perspectives, you can build rapport and trust, which can be essential in negotiations and conflict resolutions. By demonstrating an interest in understanding others’ perspectives, you can help foster more open and productive dialogue, ultimately leading to better outcomes for everyone involved.
The Exploratory Process (asking “why?” the right way) is a strategy and an essential aspect of Carew’s training. Important and well-considered questions are critical to helping sales professionals uncover needs. Customers’ responses to our questions may reveal the desired outcome the customer seeks. Ultimately, it is the customer’s desired outcome that matters most, above all else.
Skillful use of a sound, diagnostic questioning process will help customers develop a deeper awareness of what they seek and, most importantly, WHY they seek it.
We encourage you to challenge assumptions and seek to understand.
Here are some creative ways you can ask, “why?”:
- Why is that?
- What’s the reason for that?
- What’s the purpose behind that?
- What’s the motivation for that?
- What led to that?
- What caused that to happen?
- Can you explain the rationale behind that?
- What’s the thinking behind that decision?
- What’s the logic behind that?
- What’s the basis for that conclusion?
- How come that happened?
- What’s the root cause of that?
- What’s the source of that issue?
- Why do you think that’s the case?
- What prompted that action?
- What triggered that response?
- What is the origin of that belief?
- What’s the significance of that event?
- What is the purpose served by that action?
- What is the intended outcome of that decision?