Why asking “Does that make sense?” rarely confirms understanding
It is one of the most common questions in any briefing, and it almost always gets a yes. That yes tells you very little about whether people know what to do next.
THE QUICK ANSWER
“Does that make sense?” invites a reflexive yes. Nobody wants to be the person who admits they are lost, so people nod, and half the room leaves unsure what to do. The confusion returns days later as a “quick clarifying question”. The fix is to ask instead: “What’s the first thing you’re going to do with this?”
GO DEEPER
From asking for agreement to checking for action
The question is well-intentioned. It is a quick way to pause, offer space for questions and move on. For the person explaining, a room full of nods feels like confirmation that the message has landed.
For the people listening, though, saying no carries a social cost. Admitting confusion in front of others can feel like admitting they were not keeping up. So they agree, intending to work it out later, and the gap only surfaces when the same question comes back three days on.
The fix from the video is to replace the question with “What’s the first thing you’re going to do with this?” That asks people to describe an action rather than simply agree. One version says “tell me you understood”; the other says “show me you understood”.
Tone matters here. Asked sharply, the new question can feel like a test, so frame it as a way to make sure your explanation worked rather than a check on them. If someone’s answer is off, treat it as useful information about what you need to clarify.
KEY TAKEAWAY
A yes to “Does that make sense?” proves very little. Ask people what they will do first, and you will find out what they actually understood.
TEST YOURSELF
