Why is the most powerful question in business.
Why questions allow questioners to get to the root causes of actions and behaviors.
In managing, in coaching, in selling, in negotiating, in re-engineering, in successes and failures, identify the Why and learn from it. Learn so that you can do better. Learn so that you can avoid. But, ask Why.
Some say specific Why questions might be abrasive and make the questioned parties defensive. Rephrase your questions if you wish, change the wording from Why to “How…” or “Tell me more about…”, but do ask root-cause questions.
Asking Why will surprise many. It will challenge some. Most of us learned to be guarded in our replies to incisive questions and provide reflexive half-answers to initial Why questions.
But half answers are rarely helpful and sometimes misleading.
Unchallenged half answers could keep you and all parties from authentic and productive communications. They could prevent you from addressing the actual underlying reasons for a situation or behavior.
A strong Why, a strong reason for doing, also enables business leaders and organizations to power through feasibility questions. It makes it easier to handle How questions. Sometimes What, Who, and Where questions as well. Such challenges become somewhat smaller where there is a strong Why.
When asking Why once is insufficient, move the conversation forward by asking Why again.
Some say five is the magical number of times you should ask Why to get to the root cause of most complex challenges.
So, you might have to ask Why again after a reply to your initial Why question. And you might have to do so again.
Whatever the number of times, ask again and again, if necessary. Keep doing so until you get to the genuine answers to the questions at hand.
Equipped with root-cause reasons, you will understand situations better, address original needs, and ensure better outcomes.