When it’s time for you to conduct your Needs Analysis, Qualifying or Discovery, throw caution to the wind.
Don’t hold back on your questions.
There is information that needs to be extracted that will help you determine if there is a need for your product or service. I call it, “What’s your need to know before you start talking?”
Remember that it’s never the first question that provides you with all the necessary information. It’s usually the third, fourth, or even fifth follow-up question so maintain a curious mindset.
Ask yourself the question – do I have all of the information that I need to provide a customized solution?
Usually, the answer is no so continue to be curious until you do.