Question behind the question

Listening to the person on the other side of the table and answering the question they asked is a good first step.

But, it is only a first step.

When we take a moment to listen and understand where they’re coming from, we hear the question behind the question. That’s when we get a real understanding of their thought process, their motives and concerns.

Answering the question behind the question is how we make progress.

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