1. Focus Fully on the Client: Eliminate distractions and give undivided attention to verbal and nonverbal cues like tone, body language and facial expressions. 2. Ask Thoughtful Questions: Use open-ended questions to encourage the client to elaborate and reveal underlying concerns or expectations. 3. Paraphrase for Clarity: Restate their points in your own words to confirm understanding and ensure alignment on key ideas. 4. Observe Emotional Cues: Pay attention to subtle signs of hesitation, frustration or excitement to uncover hidden priorities or fears. 5. Encourage a Safe Space: Foster trust by staying empathetic, nonjudgmental and patient, allowing the client to feel heard and understood.

Let me break it down into 2 points - Insight 1: Body language, tone, and pauses often reveal deeper needs. For example, a client hesitating before answering might indicate uncertainty or unaddressed priorities. Use reflective statements like, “I sense there might be more to this; would you like to explore it further?” A personal experience: During a strategic planning meeting, noticing a client’s reluctance to commit helped uncover budget constraints they hadn’t voiced, leading to a more tailored solution. Insight 2: Open-ended questions deepen conversations. Questions like, “What outcome would bring the most value to you?” or “Can you share more about what’s important here?” help clients articulate unspoken priorities.

Pay attention to nonverbal cues, such as body language and tone of voice. These subtle signals can reveal underlying emotions and concerns that may not be explicitly stated. For instance, a client may verbally agree to a proposal while displaying nonverbal signs of hesitation or uncertainty. By recognizing these inconsistencies, you can probe further to uncover their true concerns.