Make Meaning. Make connections, which may not make immediate sense, from what you see happening. This takes skill at cracking the code and reading between the lines. Strategies include, questioning (which is a linear function and the fundamental component of collecting information), thinking and learning. Get curious; ask permission to ask questions that give you a foundation to build an effective proposal and help you understand beyond the obvious facts and needs. Guessing is a different, more right-brained strategy for code cracking that does not yield immediate right answers. This strategy, however, can help you bump into unexpected outcomes as you interact with your prospect. This kind of thinking can achieve unique and powerful ideas.