Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.

Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.

Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.

Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.