Is There a Question Framework That Helps People Tell the Real Story?

i use a question framework that helps people tell you the real story. It's called, i call it fact, opinion, feeling. You have to take that process, which then allows people to open up. They feel more comfortable overtime. I agree with everything cris said. Usually my answer is go talk to somebody at your company who does what the person youare selling to does. But you probably don't have anyone like that at your company. Maybe you do. Bouncing around off of sales mt might be a good starting point. And then another potential idea is to share the list of questions with the personyouare interviewing in advance. That thing might be helpful for you.