Absolutely. But I think there might even be a little more nuance to this. The classic quote is "people don't want drills, they want holes" that's why they buy drills.
But I think you could get a lot more out of asking why they want the hole to begin with. Are they trying to build a house to help raise their family better, or to become a better investor. Or are they trying to become better at being a contractor, which is the business they run? When you ask Why a few more times about the problem they think they have, you come up with all sorts of useful things you can help them with.
But I think you could get a lot more out of asking why they want the hole to begin with. Are they trying to build a house to help raise their family better, or to become a better investor. Or are they trying to become better at being a contractor, which is the business they run? When you ask Why a few more times about the problem they think they have, you come up with all sorts of useful things you can help them with.