I just picked up a truly badass book by Warren Berger. It is absolutely straight fire. A More Beautiful Question.
If you’ve read Gap Selling, you know the key to executing is rooted in questions. The better you are at questions, the better you can execute the Gap Selling methodology.
Since its launch and in almost all of my training sessions, I’ve been asked for more info on how to ask really good questions.
Although I address in the book, I have struggled to articulate, at the granular level, how to ask the really dope, sophisticated level questions required to be an amazing Gap Seller. Making a list or scripting questions IS not an effective way to Gap Sell. It’s been frustrating for me, not being able to provide the level of guidance on something that comes so natural to me, yet others are desperate for more direction. However, A More Beautiful Question gets us a heck of a lot closer.
A More Beautiful Question is a book I wish I had found while I was writing Gap Selling. It’s a literary work of art for those who want to understand the power of questions and learn how to question better.
It’s not structured for selling, but rather for innovation or learning, but it’s close enough that those who are committed will be able to translate what they learn into sick discovery questions.
Over the next week or so, I’m going to be dropping my favorite and the most impactful quotes from the book. It’s that good.
I think you’re going to enjoy.
This first quote I’m sharing couldn’t be more accurate and one of the reasons I left corporate America. It’s bullshit, but all too real.
“THE BUSINESS WORLD has a kind of a love/hate with questioning. The business-innovation guru Clayton Christian – himself a master questioner – observes that questioning is seen as “inefficient” by many business leaders, who are so anxious to act, to do, that they often feel they don’t have time to question just what it is they are doing.
And those not in leadership roles frequently perceive (often correctly) that questioning can be hazardous to one’s career: that to raise a hand and ask “Why?” is to risk being seen as uninformed or possible insubordinate or maybe both.”
This is gonna be fun.