Ask the right questions and get improved, sustained employee performance

Since technology has made it easy to access, share, and distribute company data, many managers avoid live interaction, instead relying on emails, text messages, Web-based seminars to manage their employees. But although technology has changed, people have not. There is still a need for effective face-to-face communication; managers need to have the ability to ask the right questions and use the answers to find solutions.

Questions That Get Results is an innovative, powerful resource that provides managers with the questions that lead to real answers for motivating employees, minimizing conflicting priorities, maximizing working relationships, building trust, holding the team accountable, coaching for greater performance, selling ideas, creating change, hiring the best candidates, and negotiating solutions to internal and external conflicts.

Each chapter profiles a manager who is struggling to communicate, an otherwise successful leader who is simply missing an element in their managerial toolkitFollowing each profile are practical tools that will assist any manager faced with a similar situationTogether the authors train approximately 30,000 professionals per year

Increase your effectiveness and bring out the best in your employees by learning theQuestions That Get Results.

Paul Cherry is founder and Managing Partner at Performance Based Results, an executive sales and leadership development organization. He has worked with 1,200 clients to date and is a recognized authority on client/employee engagement strategies. He is the author ofQuestions That Sell: The Powerful Process for Discovering What Your Customer Really Wants.

Patrick Connor is Managing Partner at Performance Based Results and has worked with more than 100,000 individuals in twelve countries. Patrick's expertise is in executive development and corporate sales training. His personal mission is to help people throughout the world live more profitable and productive lives.

Introduction v

Chapter 1 Questions That Get Results 1

Chapter 2 Questions That Manage Your Team 15

Chapter 3 Questions That Delegate 27

Chapter 4 Questions That Coach 39

Chapter 5 Questions That Motivate 50

Chapter 6 Questions That Hire 70

Chapter 7 Questions That Uncover Goals 92

Chapter 8 Questions That Manage Across 103

Chapter 9 Questions That Manage Upwards 115

Chapter 10 Questions That Develop and Sustain External Business Relationships 127

Chapter 11 Questions That Manage Your Career 146

Chapter 12 Questions That Assess Opportunities 164

Chapter 13 Questions That Manage Your Relationships with Your Kids 182

Acknowledgments 191

Index 193