Determining User Need Through Innocent Questions

I've started doing the basic version of this: in my case, before I quote something, I'll ask for a detailed written explanation of what it is, even if I will still meet with them to discuss it further and think through my part of the estimate. You'd be surprised how many people don't have the energy to even summarize their thoughts on paper.

But I wonder how he uses this technique with his specific examples. He asks for an introduction to someone else before the first meeting, or after business has been conducted? As a means of weeding out the nonserious, you'd have to introduce the "ask" early on in the process..

I thought this was a really simple, powerful idea with a lot of merit.

Even if you don't follow the premise that people who have a need will reply rapidly, you can still discard their request (with discretion) because clearly they're not good customers... They Want but won't work with you to help you Give, they just want to Take.

Ooo, Metaphoric.