El Poder de las Preguntas Inteligentes
12/20/2011
Es preferible conocer algunas preguntas que todas las respuestas.”
Los empresarios familiares tienen que dirigir a sus empresas hacia el éxito y a sus familias hacia la felicidad.Es preferible conocer algunas preguntas que todas las respuestas.”Para lograrlo enfrentan todo tipo de retos que requieren soluciones adecuadas para resolver problemas técnicos (que suman el 20%) y problemas humanos (que representan el 80%).Los problemas humanos en buena medida demandan el desarrollo de habilidades para manejar las relaciones personales. En este sentido, los expertos afirman que el secreto de los empresarios exitosos es que saben hacer las preguntas correctas, a la persona correcta en el momento correcto.Las primeras preguntas del empresario familiar están dirigidas a si mismo y tienen por objeto un ejercicio de auto reflexión para conocerse mejor y poder ser un líder con una visión definida. Estas preguntas incluyen: ¿Quién soy? ¿Cuáles son mis valores, fortalezas y debilidades? ¿Qué oportunidades visualizo y qué amenazas enfrento? ¿A dónde quiero llegar? ¿Qué voy a hacer? ¿Qué espero obtener?Como el trabajo del líder es lograr resultados a través de los demás, tiene que conocer y manejar el poder de las preguntas inteligentes.A la mayoría de las personas les encantan las preguntas, las consideran irresistibles pues les estimulan la mente y les permiten ser creativos al responderlas. Asimismo, las personas prefieren hablar más que escuchar. De manera que, cuando le preguntamos a una persona: ¿Qué piensa sobre algo?, o ¿Qué opina? Le damos la oportunidad de hablar. El estimulo de responder una pregunta es tan fuerte que la respuesta no se hace esperar y logramos la participación activa del otro. Si queremos el apoyo de una persona es mejor usar una pregunta que simplemente dar nuestro punto de vista.Las preguntas inteligentes nos sirven para los siguientes propósitos: persuadir (¿Cómo la ves?), obtener información (¿Qué?, ¿Cuándo? ¿Cómo? ¿Dónde? ¿Quién? ¿Cuánto?), sembrar tus ideas (¿Qué piensas de…?), aclarar el pensamiento (¿Qué se tiene que hacer?), motivar (¿Cómo lo harías tu?), resolver problemas (¿Qué problema hay y cómo lo resolvemos?), abrir la comunicación (¿Cómo podemos trabajar juntos?), reducir errores (¿Píensalo bien y dime que hacemos?), superar objeciones (¿Qué te preocupa?), lograr colaboración (¿Dime, cómo si?), precisar instrucciones (¿Dime qué entendiste?), reducir ansiedad (¿Cómo lo podemos resolver?).Para aprender a usar el poder de las preguntas inteligentes, tenemos que practicar, practicar, practicar. Cada vez que pensemos en realizar una afirmación, debemos considerar si no es mejor utilizar una pregunta para involucrar positivamente a nuestro interlocutor. La única pregunta que debemos evitar es: ¿Por qué?, pues tiene una connotación de juicio que puede ser negativa para la persona, dependiendo de las circunstancias, la actitud y el tono de voz con el cual se pregunta.¿Quieres lograr resultados con el apoyo de los demás? ¿Utilizas afirmaciones o preguntas? ¿Cómo vas a aprovechar el poder de las preguntas inteligentes?Visita: www.profitconsulting.com
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