You Know the Answer—But Should You Say It Yet?

Hi

Ever found yourself blurting out a solution before your client’s even finished explaining the problem? You’ve seen it before, you know how to fix it—and boom, you’re in full-on expert mode. But instead of gratitude, you get… a blank stare.

Been there. Many times.

This week, we’re unpacking a different kind of client challenge:

🧠 Why your expertise might be hurting trust—and how to flip the script
🗣 How to listen better (even when you think you already are)
❓ Why asking questions beats giving answers—every time

Plus, I’ve got a fascinating read on the science of sneezing (yes, really) and three fresh resources to keep your brain buzzing.

Let’s get into it. 👇

This Week’s Focus: Escaping the Expert Trap

You know the drill—you’ve seen this client issue a dozen times. Before they’ve even finished explaining, you’re already mapping out the fix. You’re fast, efficient, and ready to help. But… are you helping?

That’s the core of this week’s conversation. In the latest episode of The KAM Club Podcast, I dig into what I’m calling The Expert Trap—when your know-how gets in the way of truly connecting with your client.

Here’s what stood out:

• Silence Isn’t Awkward—It’s Insightful
  When you ask a powerful question, resist the urge to jump in. Clients often reveal the real issue if you just give them space.

• Listening Is a Strategy, Not a Skill
  True listening means slowing down, staying curious, and making your client feel seen—not steamrolled.

• Channel Your Inner Newbie
  Approach every meeting like it’s your first. Ask questions, stay open, and don’t assume you already know the answer.

• Expertise Should Guide, Not Dominate
  Instead of jumping to “Here’s what you should do,” try “What options have you considered?” Invite collaboration.

You don’t have to know it all—you just have to care enough to ask. That’s how trust is built and partnerships grow.

🔗 Listen Now | 🎧 Available on Apple Podcasts & Spotify

💬 Have you ever jumped to a solution too quickly—and lived to regret it? Hit reply and share your story. I might feature it in the next issue!

Start learning AI in 2025

Keeping up with AI is hard – we get it!

That’s why over 1M professionals read Superhuman AI to stay ahead.

• Get daily AI news, tools, and tutorials

• Learn new AI skills you can use at work in 3 mins a day

• Become 10X more productive

Sign up and start mastering AI

Featured Article: Ask First, Fix Later

Let’s be honest—too many client conversations start with solutions before we even know the problem. Sound familiar?

That’s why I wrote this week’s featured article: “45 Best Questions to Ask Your Client to Get to Know Them.” It’s more than a list—it’s a mindset shift. One that pairs perfectly with our podcast episode on The Expert Trap (aka Stop Solving Problems So Fast!)

Because here’s the truth:
🛑 You can’t build trust on autopilot.
🛠 You can’t solve what you don’t understand.
💬 And you can’t connect without asking the right questions.

This article gives you the tools to go deeper:

• Understand their world → Get smart about their industry, their market, their pain points.

• Navigate the org map → Who makes decisions? Who influences them?

• Unlock personal priorities → What’s keeping your main contact up at night?

• Measure what matters → Find out what success looks like to them, not just to you.

• Get real feedback → Don’t just guess how you’re doing—ask.

The goal? Turn every conversation into an insight. And every insight into action.

📖 Read the full article here and pick 5 questions to bring to your next client meeting. You might be surprised by what you learn—and what you’ve been missing.

Things to Think About

Big ideas fuel better conversations. Each of these picks caught my attention this week—and they might just spark something new for you too. Use them to challenge your thinking, stay sharp, or open the door to deeper client discussions.

It’s worth reminding ourselves—clients don’t just want fast answers. They want to feel heard. And sometimes, the most valuable thing you can bring to a conversation isn’t a solution… it’s space.

So this week, challenge yourself to pause a little longer. Ask one more question. Let the silence do its job.

You don’t have to know it all—you just have to show up curious and ready to connect.

See you next week.

Until then, stay Account Minded.

✌️ Warwick

P.S. If you like what you’re reading, here are a few ways to go deeper:

📚 Join The KAM Club – Exclusive training, templates & coaching → Learn more
🎤 Book me for a workshop – Let’s train your team → Get in touch
📢 Sponsor the newsletter – Get in front of key account managers → See options