“Aren’t we there to provide solutions?”
“Absolutely, but how can you provide the solution, if you don’t know what the challenge is.”
However, how many times do we go into a presentation with: “This, (insert product or service) will solve all of your challenges.”
Asking questions is a skill. Like any skill, it must be developed and then practiced. It is not only the question but the timing of the question. Doctors, police, hostage negotiators and interrogators practice questioning techniques consistently as part of their training. Business is no different; it is the question and the timing of those questions which will differentiate you from all others.