Which question is best for discovery and assessment?

Question

Options

• AAre you interested in thin clients?
• BWhy are you interested in thin clients technology?
• CIs an HP t$20 flexible thin client the best product for you?
• DDo you have more than 30 employees?

• A
  4% (2)
• B
  92% (49)
• C
  2% (1)
• D
  2% (1)

Explanation

Option B is the best discovery and assessment question because it is open-ended, beginning with "Why," which prompts the customer to explain their motivations, context, and needs in their own words - exactly what effective discovery requires.

Why the distractors are wrong:

• A ("Are you interested in thin clients?") is a closed yes/no question that shuts down conversation rather than opening it.
• C ("Is an HP t520 the best product for you?") is a leading/closed question that jumps to a specific solution before understanding the customer's situation.
• D ("Do you have more than 30 employees?") is also closed and gathers only a narrow data point, not the deeper insight needed for assessment.

Memory tip: For discovery and assessment, look for questions starting with "Why," "How," or "What" - these force elaboration. Any question answerable with a simple yes/no is a dead end for discovery. Think of it as: open door = open question.

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