Yes, but one good point here is that showing them something is very useful. By making them answer the question, "what problem do you have that this doesn't solv

Yes, but one good point here is that showing them something is very useful. By making them answer the question, "what problem do you have that this doesn't solve" they found the minimum they needed to add. Conversation goes best when it is two-way—of course you need to listen and understand your customers' needs, but often they don't know them themselves and need you to suggest things so they can realise what they actually need. Or, to quote Justice Stewart, "I know it when I see it."