How to Structure Questions to Help Your Rep Structure Questions

How do you think about questions through the context of figuring out what people really want to accomplish? Because this is where a lot of people tend to get stuck. Kayla and Charlie already touched upon the answer very well. Charles, I'm going to say that the one word I think was already mentioned in this conversation that comes to mind when structuring questions: disarming. And by default, because you're vulnerable, they'll want to save you.