High- Leverage questions are a unique kind of open-ended question. They require people to do more than respond and carry on a conversation—they require people to engage in high-level thinking that may produce new insights or value. In their simplest form, High- Leverage questions may ask people to evaluate or analyse, speculate, or express feelings.
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Evaluate or Analyse
- How would you compare “X” with “Y?”
- How would you evaluate success in “X?”
- What are the three most important difficulties you face in achieving “X?”
- You said that “X” and “Y” are important. Is there also a “Z” that fits with these two?
- What does the problem with “X” cost you in lost opportunities?
Speculate
- If you could organize this operation in any way you desired, how would you do it?
- Suppose you had no financial constraints in the next two years. How would you do “X?”
- Suppose you could write an ideal equipment specification for this product. What would it include?
Express Feelings
- How do you feel about the trend toward “X” in your organisation?
- You said that achieving “X” will be an important goal for the next year. How do people in the division feel about your organisation’s ability to achieve “X?”
- How does management feel about the problems you have been describing in completing “X?”
As ever, your questions should be brief and clear, open ended, relevant and phrased to encourage a thoughtful answer.
Use them when selling complex products and services, or when you are emphasising the value of your offer rather than price. Make high-leverage questions part of your sales toolkit.
