To lead, influence, or sell well, we must know details about the issues, problems, or opportunities the other person faces. What does it look like? How do you measure it? Who else is involved? Why is this important now? Where does this come from? By when do you need to make a decision?
But we may fear asking that next question, getting too personal, or going too deep. Most of the time, though, they would love the opportunity to talk about it all. Done respectfully, asking that next, deeper, more personal question–and listening to the answers–will build trust and may make all the difference.
In your corner,