Mastering the Art of Asking Questions: A Guide for Consultants

As a consultant, one of the most valuable skills you can develop is the art of asking questions. Effective questioning not only helps you gather crucial information but also fosters deeper understanding and collaboration with your clients or stakeholders.

However, despite its importance, many consultants face challenges when it comes to asking questions. In this blog post, we will explore these challenges and provide practical tips to help you become a master at asking questions in any consulting situation.

What are some challenges we face in asking questions?

Fear of Asking Questions

One common challenge is the fear of asking questions that might seem basic or obvious. As a consultant, there is often an expectation that you should already have all the answers. However, it's essential to remember that no one knows everything, and asking questions demonstrates a willingness to learn and understand the unique context of each project.

Prioritizing the Right Questions

Consulting engagements can be complex, and there is always an overwhelming amount of information to process. Figuring out what questions to ask immediately and what can be addressed later can be daunting. Striking the right balance between immediate and future inquiries is crucial to efficient problem-solving.

Here are 7 tips for effective questioning

1. Plan and Set the Stage

Before each meeting, have a clear plan and set the stage for the discussion. Provide more direct meeting agendas so that stakeholders don't take over the conversation with unrelated topics. A well-structured meeting encourages focused and relevant questions. Also, acknowledging the information received from other sources before asking questions to set a positive tone for the conversation. For example, you can say, "I'm sorry if you have to repeat yourself, we had met with so and so, and they provided a ton of context. However, we want to ask you directly to gain a comprehensive understanding."

2. Embrace Curiosity and Enthusiasm

Approach each interaction with curiosity and a genuine eagerness to learn. Imagine your clients as teachers, and you are a student eager to grasp their insights. This mindset will not only encourage open communication but also show your clients that you value their expertise.

3. Admit Mistakes or Gaps

If you missed any crucial points or misunderstood something, don't hesitate to admit it. Saying, "I may have missed this" allows your clients to clarify any misunderstandings, fostering a more productive and accurate discussion.

4. Seek Confirmation

To avoid assumptions, it's essential to seek confirmation when you think you understand something. For instance, you can say, "I'm assuming X - is that correct?" This way, your clients can correct any inaccuracies or provide additional context.

5. Involve a Scribe

Having a scribe present during meetings can be beneficial. The scribe can take notes and jump in with follow-up questions, allowing you to focus on the conversation more deeply.

6. Embrace Silence

Silence can be uncomfortable, but it's also an essential part of effective questioning. When you ask a question, give your clients a few seconds to gather their thoughts and respond. Rushing to fill the silence might hinder the quality of the answers you receive.

7. Use Visual Anchors

When discussing complex topics, consider using visuals, such as screens or process diagrams, to anchor the discussion. Visual aids can help participants grasp concepts more easily and may inspire additional questions.

Conclusion

Mastering the art of asking questions is a skill that every consultant should strive to develop. Overcoming the fear of asking questions, prioritizing inquiries, and creating a conducive environment for effective questioning are all crucial steps in successful consulting engagements. By approaching each interaction with curiosity, embracing silence, and involving stakeholders in the process, you can unlock a wealth of valuable information and insights that will ultimately lead to more successful outcomes in your consulting projects.