Knowledge Must Be Focused

[G]ive them what they need to know, not everything you know.

We’re often tempted to demonstrate our knowledge or expertise by heaping on a wealth of information. But that just dilutes the main argument.

• Declarative knowledge: the knowledge you have about your learning style and about what the factors that influence you.
• Procedural knowledge: what you know about learning in general - strategies you found or that you have already applied.

The main focus is to find out what problems the Customer faces, not when you sell your solution or product. You want to get objective answers and won’t get if you’re trying to sell a solution or product. 

Usually, customers don’t know what they need, but they can’t hide wha...