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Foundation

Ask about a recent problem

Whena buyer describes a difficulty

Ask what happened the last time. Listen for what they tried and what remained difficult; let them finish before asking one follow-up.

Try saying
What happened the last time you needed this done?

Start tiny

Ask when it last happened.

Evidence grade CPractitioner method or editorial idea

GOV.UK Service Manual, Using in-depth interviews (2017). Read the source ↗ — Documented interview method, adapted to buyer conversations; not a test of sales outcomes.

Foundation: Small recurring actions with little setup. Choose anchors that fit your day.

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How can I start useful conversations with likely customers? →

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From the screen to the fridge

Put the card where the habit happens.

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