Often a question forms in our mind and, for whatever reason, we don’t ask it. We then have to guess about the answer. If our intent is to help clients succeed, we have both the right and the obligation not to guess about the key elements of that success. From the words our clients use to describe their desired success to the criteria they use to evaluate our proposed solution, we need to be very careful not to guess or assume. When you “feel” a question, ask it. You’ll be astounded by how often clients come back with something very different than what you expected, or something very useful and valuable.
Asking gives our clients a chance to explain themselves and think about what they’re trying to achieve, and it in turns gives us the opportunity to learn more. Instead of mutual mystification, we get mutual understanding.