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Some say that asking too many questions is either dumb, or makes it feel like an interrogation to your customer. I’d choose the former. 🙂 Think of it this way. You could approach it as if you know nothing of the solution. You stop yourself from solution-mode. And ask to understand what’s the big thing behind what your customer wants —and why they’re talking with you. Play dumb, as in “What if I didn’t know anything? How could I learn more of their challenges, and possibly help them?” That will make you establish yourself more as an expert. The reason is simple: the more and better questions you ask, your customer feels important and interesting. “If you understand me, I’ll follow your recommendation, because you’re helping me buy.“ |