The Asking Lab
Don't Waste Time: Ask the Right Follow-up Questions
You don’t learn much by asking questions.
What I mean by that is that the typical “who, what, when, where, why” approach doesn’t gain much in terms of insight. Honestly, when is the last time you actually learned the truth about someone by asking them these types of questions?
The key to discovering someone’s true motivation or character is: the follow-up question. It is politely, but firmly, asking your audience to build on their prior answer... to go deeper and be more authentic in their response. Watch.