No question, no opening.

“No question, no opening.” was my massage therapist’s response to the question how he knows that his client was interested in a deeper understanding of what is causing his or her pain/tension. So simple. So clear.

Since then, I’ve been paying attention to “openings” on the customer side. Is there a question on his or her mind? Did she ask a question? Is he even open to possible answers or suggestions? With a “no” answer to these questions, I restrain my impulse to go deeper without being asked. Instead, I tend to ask actively: Is there a question that is driving or interesting you about this?