Awkward Reality #457

Good probing questions make for good customer interviews.

Good questions demonstrate you’re more interested in the other person than yourself. What do you call someone who listens to you and seems fascinated by your responses? You call them a brilliant conversationalist. Think of it this way: Your customers have a hard time getting their boss to listen to them. They go home and their kids don’t listen to them. Now a supplier (you) is leaning forward and asking, “Really? Could you tell me more about that?” If you were the customer, wouldn’t you like to talk to such a person?

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