Getting people to respond honestly takes practice. Having the right questions, good interviewing skills, ability to build rapport. But if you do enough of these (many, not a few), you will begin to see patterns and will be able to see through a lack of honesty. Have a few open-ended questions, a few closed-ended questions and always end with "Is there anything else you'd like to add?" If the evaluator senses that you are sincere about wanting to know how you can improve your products and services, they are more likely to be honest with you. If the buying experience was positive (whether you won or lost), they are more likely to be honest.

Evaluators will be more honest with someone who was not part of the selling process. If the product manager played an active role in the selling process (demo boy or girl), the evaluator will be more guarded in the feedback.

Answered by Barbara Nelson