Impressions - August/September 2021 - 29

He wanted the teams to view the problems he was trying to solve
from diverse perspectives to sneak up on the solutions. Using this
method, he patented 1,093 different inventions and transformed the
way industrial research and development was accomplished.
When people from different viewpoints look at a challenge, they
don't bring their cognitive biases and assumptions to the table when
trying to find a solution. Because they don't know what they don't
know, they're more apt to challenge " what's right " and point out the
" elephants " in the room.
Innovations always come from doing something new, not from
doing the same thing repeatedly.
A Starting Point for Questions
Maybe you actually have a diverse team of people at your fingertips.
Maybe it's just you and your client in a conference room. Either way,
get started brainstorming on new ideas by posing some starter questions
to prime the pump for other questions to follow.
Try these:
* What's currently working that needs to remain in place?
* What's not working that needs to be changed?
* What does success look like?
* What does failure look like?
* Describe the goal. What's the result that needs to be achieved?
This line of questioning separates problem-solvers from
order-takers. When you use questions to help generate ideas, you
are working on your customers' best interests, not simply trying to
sell them something.
Think of it as discovery. Good selling isn't about the transactional
part of the process, which often is, " How many and how much? "
Instead, it's about getting to the truth about what will best help
the customer. This builds trust and enhances your value in the process,
while also relieving the customer's anxiety about the situation.
Brainstorming with Questions
Here's an exercise that may help you with your next customer. For
everyone involved, try to ask as many questions as you possibly can
in five minutes. That's right; don't worry about the answers. Rather,
focus only on the questions.
Write them down on a legal pad, whiteboard or note-taking app
as you go. What's really fun is to reel these questions off as quickly
as you can think of them. It's brainstorming, so there are no wrong
questions to pose. Just keep listing them.
Remember, any effort spent trying to find answers will only clog
your thinking. Just jot down the questions; answers can come later.
Don't forget to think about how different people or stakeholders that
are associated with the challenge may view the situation and what
questions they would ask.
* What would your end customer ask?
* In your company, what questions might your staff ask?
* Think about your supply chain. What questions would they pose?
* Are there other stakeholders involved, such as the people that
handle licensing or building online stores? What would they ask?
* Use basic question words such as " who, " " what, " " where, " " why "
and " how. "
If you feel stuck, come back to this challenge later. Sometimes
your brain keeps working on the challenge, which is why plenty of
people have that " Eureka! " moment in the shower or when they're
vacuuming the carpet.
Examine the List of Questions
Next, look at all the questions you wrote. Are there any new avenues
you could explore? You especially want to note ones that may illuminate
a potential hazard or something to avoid.
Are there any questions on the list that stand out as incredibly
Get started brainstorming
on new ideas by posing some
starter questions to prime the
pump for other questions to
follow. Image by fizkes.
AUG./SEPT. 2021
P.29
Impressions - August/September 2021

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