Asking the Big Questions

There are many uncomfortable questions that we need to ask as consultative people. But why?

• Help you best understand your audience and their unique situation.
• Demonstrate empathy and show you care
• Truly develop a solution that best meets their needs

These questions include (but are not exclusive to):

• Their motivation
• Their biggest concerns
• The true needs
• Their timing
• The decision making
• Potential hurdles that could derail things
• The impact of not addressing their needs
• Their budget

Why are these Questions Uncomfortable to Ask?

Sometimes these questions can feel too sensitive, invasive, pushy and perhaps even self-serving:

What Should I Do?

• Don’t avoid them: They say that “the best defense is a good offense”. Rather than avoid them… initiate them. If you approach them head-on, in a sincere and frank manner, your audience will follow.
• Example: So we can be on the same page right away, I really want to understand what is most important to you when dealing with a partner company like us?
• Example: So that we can align each other’s expectations, what is timeline for this project and what could derail that timing?
• Focus on Building your Trust/Relationship:  The stronger and more trusting your relationship is, the better the questions will be received. Think about the right timing.
• Open Questioning: Ask your questions in an open manner – who, what, when, where ot how.
• Use the “Alignment Approach” (see corresponding module) to prepare them for these questions and manage their expectations.