Answer the Question Under the Question
Diagnose whether a surprise question is really asking for a decision, reassurance, explanation, or next step.
The question under the question is the listener's real job. A broad prompt can hide a decision need, a reassurance need, an explanation need, or an action need. You find it by reading context and asking what happens after your answer. If the listener needs a decision, use PREP and lead with your recommendation. If they need reassurance, acknowledge the concern and give evidence. If they need explanation, use cause and effect. If they need action, end with owner and next step. When the need is unclear, a clarifying question is not weakness. It prevents a fluent answer to the…
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