Executive Sales Leader Briefing: Is Leadership About Knowing What to Do or Knowing What to Ask?

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Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday.

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Think about that question for a bit. The new leader will almost always say it’s about what they know.

Conversely, the confident experienced leader will recognize the value of being able to ask better questions to find out what they need to know.

I will go a step further and say even if you do know what you need to know to make a decision, you’re still better off asking questions.

By asking questions, we gain several benefits.

First, we may find out a new piece of information.  Second, it allows others to participate in the process. The biggest benefit I see is it demonstrates to the organization how asking questions is a key part of the culture.

When a culture values questions, it helps cultivate the sharing and learning of ideas. An organization that does not embrace questions is limited to only being as good as its smartest person.

That might seem right to the ego-driven manager, but it is certainly not going to allow the members of the team to achieve all they can be.

Your objective as a leader is to ask more questions, regardless if you know the answer or not. In the end, it’s not the answer; it’s the ability for your team to grow.

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Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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