Asking challenging questions isn’t the same as making things challenging. I had the same experience as the author. It’s not about asking questions that take up

Asking challenging questions isn’t the same as making things challenging. I had the same experience as the author. It’s not about asking questions that take up their time or are hard for the hell of it. It’s about asking questions that show you’re not only planning on making the sale, but on doing the work. If you’re selling a product, it’s the questions that show you want to make sure the product is successful for them. They’re challenging in the sense there’s a slight tone of “are you sure you really need this?” in them, and they often don’t have top-of-mind answers.