Why Guess?

Whether they are prerequisites or influencers, filters are as important as goals. You cannot have one without the other. They allow you and customers to determine whether they can achieve their goals—and if you can help them in their pursuits. With filters, like goals, the devil is in the details.

Chapter 5 explains how active listening and questioning motivate customers to supply the details. It will become apparent to customers how these details serve their self-interests.