I start many business conversations with an apology. Usually it’s because I’m about to ask a question that, to an expert, might demonstrate a lack of understanding about a topic. That’s an accurate interpretation. The thing is, that’s sort of my job. I ask dumb questions and I’m not afraid to let someone know I don’t know it all. Now let me tell you why you need to do this too.
I’ll tell you right away that it takes a fair amount of confidence to ask dumb questions in a smart way. What we’re trying to do is to ask precise questions about something of which you know very little so you can begin to piece together a pattern. That lets you ask additional, less dumb, questions. It’s when we admit our ignorance that we open our mind and make discoveries. Once I begin to see patterns, I have a tremendous amount of knowledge and experience from which to fill in the blanks and to provide context. Suddenly, I’m smart about something new. To put it another way, when I parachute in to help you with your business, I generally don’t know much about the specifics although I do have an encyclopedia of general knowledge. I’m dumb and my questions might seem to be the same. But give me an hour to ask those questions and I’ll know how to place your answers into dozens of other contexts – now I can help.
Why is this important? How many senior folks do you know who are terrified to show their ignorance? How many are not secure enough to ask the dumb question? Even worse: how many don’t ask questions at all, choosing to spend most of their day talking at, not with, subordinates and others?
I read a quote the other day about someone who “knows a lot about business. Just not this business.” How are they to get smart about it? You got it – dumb questions. I realize that you might think your credibility is going to be challenged if you behave this way but I think people appreciate your honesty and this makes you more credible. When you don’t ask about something people expect that you understand it. The more senior you are, the higher that expectation and the dumber you really look when people figure out your lack of understanding.
So come on – impress me – ask a dumb question. You’ll be shocked how smart you feel!
Consult Keith 