Questions Are The Answer

Recently, I heard someone say that salespeople often “show up and throw up.” Not exactly the impression you want to leave. These folks are guilty of offering solutions to problems they haven’t even confirmed exist. They’re telling—not selling. And here’s the good news: if you’re not that person, your competition might be. Which makes your job a whole lot easier.

But this isn’t just a sales thing. If what you do involves any form of persuasive communication—coaching, consulting, leading, influencing —then asking good questions is critical to your success. And theirs.

Challenge yourself in your next meeting to get the other person to talk twice as much as you do. That’s not easy, especially with certain personalities. But if you commit to it, you’ll discover the key: ask worthy questions. Not filler. Not fluff. Questions that invite reflection, uncover needs, and build trust.

Here’s the bonus: questions help you maintain control. Think about it—when someone asks you a question, protocol says you answer. Then they ask again, and you answer again. The rhythm is theirs. But if you answer and follow up with a question of your own, you shift the dynamic. Now you’re guiding the conversation. You’re back in control.

Questions also protect you from assumptions. When we assume we know what someone needs, we risk missing the mark entirely. But when we ask, we learn. We listen. We connect. And we earn the right to offer insight.

Questions make you smarter—or at least they make you seem smarter. They show you’re engaged. They demonstrate professionalism. They guide conversation. They lead to meaningful discussion. They take patience. They fuel curiosity. They show you care.

And here’s the kicker: questions clear space in your mind. When you ask instead of assuming, you stop carrying the weight of guesswork. You free up mental real estate for creativity, strategy, and presence.

So next time you’re tempted to “show up and throw up,” pause. Ask. Listen. Then ask again. Because in coaching, in sales, in leadership—in life—questions are the answer.