When the one asking the question cannot tell, what mayhem of thoughts, calculations and scenarios is piling up in your head and the answer is just being processed, he doesn’t have the patience to wait for the answer.
Start with these
If you feel a panicky urge to reassure the customer of your own expertise you might forget one of the most effective tools. By asking the right questions we bring our knowledge forth better than simply having all the right answers.
Yes, but… What if there needs to be a but? But what if the other person is simply wrong? What if I disagree completely?
The developer feels rightfully frustrated or misunderstood if the customer answers whatever they want instead of the question that was actually asked.
We have two opposing need: the need for control and certainly and the need for creativity and uncertainty. Using both forces is a key to successful negotiations.
We would like to believe that our intelligence will help us change our world view based on facts. According to science it just ain’t so.
It is not easy to be wrong. Especially since we are always right – or at least that’s how it seems to us. But how can everybody be always right?
“What does quickly mean to you?” It seems like an utterly silly thing to ask. We learn as a child that quick is quick and that’s it. But it isn’t so simple at all.
I’m not a big fan of round of introductions. But we cannot avoid them so here’s a handy formula to make the experience less painful.