What’s Missing?
Ask "What’s missing" instead of saying "That’s WRONG". I got this idea from Tony Smith, CEO and Founding Partner of VSA Consulting Group, when I heard him speak at the ConnectWise Partner Summit in September. When there is a problem, do not tell someone they are wrong but instead say, “I think something is missing…” You have some choices on how to do this:
- Speak generically and just state that you feel like something is missing. Ask if the other person or people can figure out what is missing.
- Give them a hint as to what you think is missing. Such as, “It seems like something is missing. Have we taken into account how this is going to affect our legacy customers?”
- Specifically refer to the missing process, person, detail or item, but not in a threatening way. Such as, “This sounds interesting, but it seems like something is missing in regards to whether we have the manpower to complete this project in the time frame you’re promising.”
If you’re practicing active listening, you can precede each of these comments with the statement, “If I understand you correctly” and then summarize what you think you heard. Then bring up your concern that something is missing.
We are all about developing strong relationships with other people in your workplace so your business can grow profitably every year. Give this suggestion a try this week. I think you’ll be pleased with the results.
