This is a standard technique in B2B sales. Instead of trying to sell a predefined product (aka a solution), have a conversation with the customer about the issu

This is a standard technique in B2B sales. Instead of trying to sell a predefined product (aka a solution), have a conversation with the customer about the issues that they want to address. It's a reasonable approach for complex problems because you have no idea whether your product is the right fit until you're aware of all the little details.