[pau_alcala]

we have similar questions except for the last one, really interesting addition! It takes the conversation from hypotheticals to the product. I'll add something else that worked for us, when they tell us a solution they've tried, we'll dig deep in how they came up with it. That usually gets people talking about the issues they've been having without asking directly

[drchiu]

That's a good one (asking about how they came up with their decision). It helps elucidate their purchasing logic and process.

To elaborate on our last question, it's also a tactic used to help potential customers convince themselves to buy something. Hey (the email app) did this in their prelaunch by asking people who wanted to get on their early launch to email them with reasons why they wanted to be on the list. There's a bit of reverse psychology at play here. Cognitive dissonance must be resolved.