to actually think about their answer.
follow the rule of three: this is a digging deeper technique. ask at least three follow-up questions to your original question before you move onto the next topic. this will require you to listen carefully and not be ready to jump in with the next question. especially in a business setting, the first layer of questioning has been asked and answered a million times. you want to go where most haven’t thought to dig.
beware of assumptions: one of my favorite questions is “if we had to prove that was true, how would we go about it?” so often, we make assumptions along the way and 