Here at 3Sharp we are big fans of open-ended questions. In fact, we have an in-house training session focused on them. Naturally I start with “Does anyone here know what an open-ended question is?” I don’t even have kids, but I do love me some dad jokes! But seriously, prescription before diagnosis leads to malpractice. It just makes sense to wait for the demo until after you’ve diagnosed the problem your customer is looking to solve.
The article is well worth the short read. I’ve bookmarked it for the occasional reminder when I start to feel I’m getting lazy with buyer interactions.
Thanks for taking the time to write this up, Heather!