Recently I had a few conversations with several b2b sales people who asked me about how can they get more information from their buyers or decision makers? As we discussed it, I felt most of these b2b sales people were taking the direct approach to questioning.
So what is the problem with a direct approach? Simply it means these b2b sales people are interjecting their own assumptions regarding answers they receive from their potential customers. Sorry, if this is all you do, you will leave valuable information untouched must less understood in order to provide a better solution.
The key is to use clarity questions which take the potential customer down a smooth path of helping you understand exactly what is happening at their organization.