Page 120 - Getting to the Heart of High Performance

Let’s say someone approaches you seeking help. You

can aim the dialogue toward problem talk or solution
talk. For example, you could ask, “What’s the prob-
lem?” Or you could start the discussion down a quite

different path if you say, “What solution are you trying
to achieve?” If you inquire “What’s wrong?” the con-
versation veers toward bad things. But asking, “What
results are you looking for?” orients the exchange
toward positive outcomes.

Problem talk focuses on weaknesses, constraints, and
breakdowns. Solution talk orients the mind toward
strengths, resources, possibilities, and a successful

future. Either way of talking amplifies the issues
being addressed.

If you use negatively oriented questions, the dialogue will

drain energy and be depressing. In contrast, positive guid-
ing questions get people engaged and committed in the

104 DEEP STRENGTHS