Issue Questions?
Phase #1: Issue Questions
Issue questions are the 1st stage of uncovering problems that are in need of viable Solutions.
The best type of Questions to begin the process with are:
- “To what extent is ……. important to you?”
- “What is the most important issue you currently face?”
- “What are your goals for the next 5 years?”
- “What other challenges do you foresee?”
- “Are you sick and tired of working too many hours?”
Asking these questions will broaden the scope of the conversation. It will uncover needs and encourage people to extend their responses. Asking “to what extent” reduces the risk of a response that shuts down further disclosure.
The Key to asking Issue Questions is to find out if your client is more interested in avoiding risk than gaining benefit. Most clients are motivated by a combination of both. This allows you to uncover twice as many needs (eg: no risk + pride).
