-
understand the problem through your clients eyes
-
not with a solution in mind!
-
-
think outside of your solution context
-
obvious things are hiding the real challenges
-
-
challenge / confront your contact with questions
-
he/ she may want to be polite not giving you the full picture but only the jigsaw piece expected to be of relevance to you. This decreases the likelihood for a sale
-
-
understand the priority of the problem for your audience
-
helps you forecasting
-