There are certain words and phrases that really stand out in business … “Why?’ is certainly one of them.
Why, You might ask?
Right there is a perfect example of the power of this word. When coupled with the ability AND discipline to actually listen, it will open up a treasure trove of information.
“Most of the successful people I’ve known are the ones who do more listening than talking.” Bernard Baruch
Too many people are too busy talking to be actually learn anything! Sad … but true.
How many salespeople have you met who just “dump” every reason why anybody ever bought their product or service … without even an attempt to understand WHY you might be interested!
“Judge a man by his questions rather than by his answers.” Voltaire
How many interviewers ask a question and then take the answer at face value? Here is the thing, with every ask of the question “why?” you get another layer deep and that much closer to what you really need to know.
How many times have you just accepted a decision without asking why? It is truly amazing how many decisions are made without the decision maker really thinking through the reason for the decision. If they asked themselves “WHY?” then just maybe they would have come up with the right answer.
“A sense of curiosity is nature’s original school of education.” Smiley Blanton
Steven Covey’s Habit #5 is Seek First to Understand … THEN to be understood. He knew what he was talking about … how can you provide answers if you don’t really know the question?
If there is ONE thing that you can do to enhance your career it is to be more curious, to ask the question “Why?” … a lot!