Chapter 18: Asking the Right Questions 289
✓ What are some of the essential criteria for someone to perform this job
well? Come up with about five key words, which may include things
such as teamworking, self-starter, clear processes, creativity, customer
service, learning, variety, stability, flexibility, well organised, intellectual
challenge, good product, attractive environment, travel.
✓ Does the person need to be motivated to achieve results or sort out
problems?
✓ Does the person need to be primarily self-motivated or get consensus
from customers or a team?
✓ Does the style of working mean that the person must follow processes
or does the person have freedom in how things get done?
The next four sections contain questions that you can ask at the interview
in order to gain specific information on how people are likely to behave in a
given context, as well as their technical skills to do the job you have in mind.
The questions are based on the NLP meta programs that you can read about
in Chapter 8.The same questions apply when you check in with members of your team to
see how things are going and what adjustments you can make to keep people
motivated.What do you want in your work?
This question enables you to match the criteria or hot buttons that you’re
looking for with those that are important for the individual. When you hear
that someone wants lots of freedom and flexibility, they may do well in a
creative environment but not if required to tightly project-manage an
implementation of a new system. If they thrive on change, they may be good
for a short-term contract, but are unlikely to stay more than a year or two
unless you can provide new roles.Why is that important?......................................................................
Taking each of the applicant’s criteria in turn, ask ‘Why is that important?’
This question enables you to identify the direction in which the person is
motivated: away from a problem or towards a solution. A person with an
away-from preference may say that ‘Salary is important so I don’t have to
worry about not being able to pay my mortgage.’ A person with a towards
preference may say that ‘Salary is important so I can buy my own home easily.’