AWE, You Care

I just learned a great coaching technique that you can use at home, at work, or in a job search. It is the AWE question:

"And what else?"

The AWE question keeps the flame of curiosity going. It is also a philosophical question because it implies that there is ALWAYS something else. Something else that remains unspoken. Something else that is important, but difficult to describe. Something that is not top of mind, but still critical to the discussion.

You can use the "And what else?" question when a family member is upset:

"This day was the worst. My network connection went down during my webinar."

"And what else?"

Asking the AWE question proves that you are listening and ready to hear the whole story. It also acknowledges that the first thing a person mentions might not be the crux of the problem.

You can use the AWE question with clients:

"I want the next office space to have more parking. Our clients are tired of parking around the block."

"And what else?"

Finally, you can use the AWE question during a networking conversation or an interview:

"This job is tough. As a project manager, I feel like I’m herding cats. All the responsibility and no authority."

"And what else?"

"We’re looking for a team player who is willing to back fill when anyone on the team is out."

"And what else?"

Here are just a few advantages to remembering the AWE question:

1. It slows down your advice / expert monster. It takes the heat off you and keeps you in the receptive mode.

1. It keeps curiosity alive; it encourages conversation.
2. It proves you are eager to learn and understand.
3. It gives you something to say when you are still processing your response.

Try the AWE question 10 times this week and let me know how it works for you.