Like scientists and detectives, business owners need to know how to ask questions that produce results. Keep these three types ready at all times when talking to employees:

• Repetitive questions – Sometimes you have to keep asking the same question to find the answer you need. For example: “When can I expect your report?” Next week. “When next week?” Probably Thursday. You may have to press, but each question will get you closer to a definite answer.
• “What else?” questions – These questions elicit additional information by exploring surrounding issues and specific concerns. “What conclusions does your report reach? What else did you find out? What else concerned you? What more could we do to handle that problem?”
• “Why?” questions – Asking “Why?” forces you and the other person to look at the underlying issues. “What caused the report to be late? Why couldn’t you get the information you needed? Why was that person unavailable to talk to you? Why did you have trouble confirming your conclusions?”