Have you ever had the opportunity to follow-up on a sales lead? Recently, I had such an opportunity to reconnect with an organization that I had been trying to secure as a client. Due to some new events and after multiple unreturned phone calls, I decided to ask for the decision maker within the department. After receiving the executives name and finally making contact, I explained who I was, where I was from and how I could add value to their training request. A planned 5 minute telephone call turned into a 30 minute engaging dialogue where I learned even more about their needs and was asked in return if I had the experience to facilitate a second, separate engagement.

The point of this story is quite simple. How many times in life do we fail because we didnt ASK? For example, we receive only part of the information that we need and instead of A.S.K.ing for the rest of the information we provide a response based on limited information. We rationalize this behavior because of our desire to respond quickly, to showcase our expertise, to show respect, to not lose a potential contact or sale, etc. Yet, if we had received all of the necessary information, how much different would the outcome be?

Many of us know when to ask, however, we may not understand why we need to ask. In exploring the various reasons for asking, there are 3 basic actions why we A.S.K:

Aspire ~ Solidify ~ Know

First, by A.S.K.ing, we aspire to reach that next level of understanding. Remember, how young children are always asking Why? like Why isnt the moon always round? These endless questions provide opportunities for them to grow.

Reason number two centers around the need to solidify our current information or knowledge. By A.S.K.ing, we take the time to ensure that our understanding is solid so that we can accept new knowledge into our existing experiences. Examples of this include such questions as: Ask do you understand? or my personal favorite Does that make sense to you?

The third reason we ask is to know something. Knowing questions are Where are you going? or When do you want this project finished?

A.S.K.ing is truly an art that we refine over time through practice and awareness. Our continued practice and awareness create the balance so that we also know when not to ask. The question is then Should I ask?

To know the road ahead, ask those coming back. Chinese Proverb

Leanne Hoagland-Smith

Good Day. Thanks for visiting. I hope that you have enjoyed my articles. In 1999, I founded ADVANCED SYSTEMS because I saw that performance could and should be doubled in warp time. Individuals, small and large businesses could not afford expensive solutions that may or may not deliver improved results in 12 months.

From my corporate, small business and education experiences, I recognized the individuals must have opportunities for connecting their passion to their purpose to secure the desired performance results, but many lacked the necessary skills, strategies and tools.

With over 20 years in sales management and 10 years in education, I understand how to unite productivity with profitability by developing a proactive working culture. My previous experiences resulted in cost savings through one of the first implementations of a computer software in a wholesaler distributor to the creation of a vendor performance assessment.

Since facilitating over 500 sessions, developing and editing over 25 training programs and writing numerous articles focusing on performance improvement, I bring a results focused approach to my clients. Also, I am proud to be one of the first five nationally certified facilitators of America’s Rising Stars (a Student Leadership developmental curriculum).

My passion is to help others connect their passion to their purpose to double performance. As The small business coach in Chicago, my clients have easily doubled their performance. Since our greatest resource is our young people, I am now working with large urban schools to generate the same results.

Education Background

• Graduated with honors from Purdue University with a B.A. in Education
• Earned M.S. from Purdue University in Instructional Design and Curriculum
• Published in the national trade journal, The Supply House Times, and numerous national newsletters
• Developed seminars and training on diversity, communication, leadership, sales, effective trade show behavior, networking, knowledge management, goal setting and improved educational outcomes
• Co-authored M.A.G.I.C.A.L. Potential: 7 Capicities for Living an Amazing Life Beyond Purpose to Achievement, to be available in 2006
• Working a another book focusing on performance in public education
• Speaker in a national bureau - Resource Associates Corporation