Run your company by questions, not by
answers, to get a better
Ask a lot of value,
competition-related questions to stimulate conversation that
Creating Sustainable Profits:
9 Questions To Answer
could we enhance our
business portfolio to produce higher and more
for the customer?
needs of our target customers are changing? How could we
satisfy these new needs? How could we
create new customer needs that our new product or service is
best to satisfy?
could we get employees more enthusiastic about creating higher
customer value and more loyal to our company?
are the next
big breakthroughs in our
and related industries?
do we do about the various new products our
are allegedly about to offer soon?
made an experimental step towards a stretch goal, ask
Learning SWOT Questions
to identify new strengths, weaknesses, opportunities and threats.
of Question-based Management
10 Success Lessons
"Innovation is not something that I just wake up one day and say 'I want to
innovate.' I think you get a better
if you ask it as a question," said Eric Schmidt
while being the Executive Chairman of
"So in the
strategy process we've so far formulated 30
questions that we have to answer. I'll give you an example: we have a lot of
cash. What should we do with the cash? Another example of a question that we
are debating right now is: we have this amazing product called AdSense for
content, where we're monetizing the Web. If you're a publisher we run our
ads against your content. It's phenomenal. How do we make that product
produce better content, not just lots of content? An interesting question.
How we do make sure that in the area of video, that high-quality video is
also monetized? What are the next big breakthroughs in search? And the
competitive questions: What do we do about the various products Microsoft is
allegedly offering? You ask it as a question, rather than a pithy answer,
and that stimulates conversation. Out of the conversation comes
25 Lessons from
5 Strategic Questions you should
ask to understand where your business is going:
does your global competitive environment look like?
❷ In the
last three years, what have your competitors done?
❸ In the
same period, what have you done to them?
might they attack you in the future?
are your plans to
leapfrog over them?
● Question-based Selling