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Becoming an Information-Gathering Skeptic (01 Dec 2003)
Information-gathering skeptics are people who know how to draw pertinent information from customers, even if those customers don’t know the information is pertinent or wouldn’t otherwise think to mention it. These savvy skeptics also excel at eliciting information from customers who lack the inclination to answer a lot of questions. Information-gathering skeptics question not just their customers, but also themselves. They continually ask themselves whether they adequately understand the problem or situation or if they’d be wiser to ask more questions. But even when they are certain they understand, they ask themselves, “If I didn’t understand, what would I ask?”
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