A customer can ask for a product before they have fully defined the problem. The business conversation serves to understand the intended use, the conditions of use and the expected result. Listening to this information makes it possible to propose a relevant solution without multiplying the alternatives.
Questions should proceed from concrete need to constraints. When will it be used? Who will use it? What difficulty does it have to solve? The choice of questions depends on the service; asking for extraneous information can lengthen the interview and make its purpose less clear.
We think, in a hypothetical case, of those looking for equipment for a small space. The size of the environment can rule out seemingly better options on the catalog. Repeating what you understand to the customer allows you to correct an interpretation before submitting the offer.
I propose to keep a summary of the needs relevant to the sale, in accordance with appropriate procedures. The interview was successful when the proposal can be motivated through shared information. The amount of words exchanged matters less than the ability to recognize the link between request and solution.