So, let say that we all know: “There are no stupid questions”. 

I always start with: “This may be a stupid question, but…”

People always answer with:” Not at all” or “There are no stupid questions”  

On that way I prevent misunderstanding, I show them that I am listening (what is not always true ), get people to open up. But, I don’t over react in that! Otherwise, they could lose confidence in me and think that I am really a dummy who can’t catch the simple things  

Question what I adore is:” Why you think you need that?” – I mean project, product or service.
People put them self in one moment too much in “how” and they forget or neglect the “why”. Then you can get from them the real information which will lead you through the project and to success. “How” will come later and that is your job, not their. Most of the time they don’t understand that.
Questions are the best way to collect information. Don’t sit like an idiot and write what they are saying! Your notes won’t give you answers when you get back in your office, but people at the meeting will.

My questions are about everything. Not only about the specific project. That is a way how I show that I want to make a whole picture about their business. They like that very much. I am completely IN, like I am one of them… 

And finally, in good moment I ask a few private questions, for example:” You have kids?” Of course I make a connection between the question and the subject what we are talking about. But, that is a good approach to them, more “privately” or “natural”. We all like to talk about our kids or hobbies… not marriage (wife, husband…):) So, I try to make “deeper” connection – always good! 

I have a client who is calling me with:” I don’t need anything from your company now. But I am not in the good mood and I just want to talk with you and hear your laugh” – he is an IT Manager in a big company. I am not a therapist, but I know how to listen, to ask questions and to cheer them up. Maybe this could be a new post… Cheer them up!
J.L.