Who Should Conduct the Interview?Prepare for Your Buyer InterviewGetting It on the Record“Take Me Back to the Day…”Use Your Buyer's Words to Probe for InsightGo Slowly to Capture the Whole StoryQuestions That Keep the Conversation FlowingAn Example Interview with TimLook for Insight When Buyers Use JargonMake Your Questions about Your Impact CountProbing on Who Influences This DecisionAsking about the Perceived Value of Your DifferentiatorsWhen Features Affect Decisions, Look for InsightFirst and Foremost, Be a Respectful Listener