May 2006

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The Art of Asking Questions

When you ask the right questions of yourself and of others, you have a greater opportunity for clarity. Great questions are a powerful way to draw people into a conversation and gain a deeper understanding of them. The question is actually more important than the answer because it drives thinking.

Questions elicit an automatic response from our brains; we instinctively think of a reply when asked a question. Even if we don’t verbalize an answer, we usually at least think about what our response would be.

In Dentistry, we have pre-set methods in place for writing in patient charts, tracking information such as new patient flow and other practice statistics. However, many of us do not have an adequate communication strategy in place. Questions provide an opportunity for us to develop a more conscious method of communicating with each other.

Why Is It Important To Ask Questions?

By getting to know your team members, you can see them on a more human level, thereby giving you the opportunity to understand and think about them differently. This enhanced perception of them opens your eyes to your employees’ goals, values and the lives they have outside of work.

Rather than talking on the surface about sports and activities, take the time to learn about each others feelings, beliefs, fears, and dreams. When you go beyond the normal topics such as the patient schedule, or superficial topics such as who wore what, you create the possibility for breakthroughs in your relationships.

Meaningful conversations help you connect with each other at a deeper level, which in turn can help deepen your commitment to your work. Who we are at work is a reflection or how well we feel supported and understood. The more we understand each other, the more likely we are to want to support each other. So much of what happens in a thriving Dental Practice is due to who we are being while we are doing the work.

Even though it might be scary to ask personal type questions, keep in mind that positive energy is released and shared when we talk about things that have personal significance. When something is important to us, and we are given the opportunity to express our thoughts, we feel heard and validated, enhancing the connection we have with that person. The feeling of this connection contributes to a more positive attitude towards each other which ultimately is reflected in our actions; thus creating a positive cycle of good. If however, one feels their answers fall on deaf ears, this seemingly false interest can be more damaging than beneficial.

How To Ask Effective Questions

When asking questions, be careful with the use of controlling words such as should and can, as they limit your options. For example, the question: ‘Should we provide incentives for our patients to refer their friends and family to our practice?’ limits you to a yes or no answer. Rather ask more open questions such as: ‘What are some ways we can encourage our patients to refer their friends and family to our practice?’ Notice how the second question invites you to come up with answers beyond a simple yes or no.

Invite your team members to pause and consider what your practice does, why you do it, and the way you do it. Taking the time to communicate with each other enables you to more fully understand each other, and then if and when an issue does arise, it’s easier to work through it.

How Will Asking Great Questions Help Your Practice?

When helping your team members’ work towards achieving specific goals, ask what changes in behavior, thinking, or relationships would help them achieve the desired results. This type of question encourages an individual to take ownership of the situation.

Great questions can dramatically improve the relationships in your life, both on and off the job. Questions can range from simple to complex, covering all aspects of your life and work.

Most people are delighted to share information that will help you better understand their wants and needs, thus allowing you to feel closer to each other. As you feel closer to each other, you become more united and effective as a team. Instead of seeing one another as difficult people you may want to avoid, you will be excited to collaboratively work together.

Experience the magic of asking great questions – you’ll see dramatic improvements in your communications and relationships!

Points to Ponder:

• Great questions will deepen your understanding of others; you will learn more about people in a few minutes than you may have otherwise learned in a lifetime
  
  
• Questions can further strengthen your relationships, thus enhancing trust
  
  
• Questions will help you gain clarification, thus minimizing misunderstandings
  
  
• Questions will strengthen your team which will result in increased performance, productivity and profitability
  
  
• Questions will minimize stress and help you have more fun!
  
  

About the Author

CoraMarie Clark, BSDH MBA is recognized as a highly effective dental practice strategist. She works with dentists that want to optimize their potential both personally and professionally. Her collaborative approach has helped teams develop dynamic competitive strategies and achieve high impact sustainable results.

If you would like to explore the possibility of having CoraMarie work with your Dental Practice or speak for your Association or Group, contact us today.

CoraMarie Clark
phone 403.686.6136
email coramarie@strategix-ltd.com
web strategix-ltd.com

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