Going 3 deep to understand concerns

It is so important these days to understand needs of customers, affiliates, vendors, and all others that we do business with. Many times an answer to a question we ask may not contain the real reasoning of concerns that a contact is having. For this reason it is so important to go 3 DEEP with your questions. Here are 4 quick tips on going 3 DEEP and getting a result. 

1. Ask open ended questions to try and get to the real reasoning behind a concern. Avoid Yes/No questions

2. Probe a little further with questions like "Tell me a little bit more about that?" and "Help me understand why this is a concern?"

3. Know when to be silent and listen. Sometimes silence after a question or an answer can lead the other person to try and fill that silence with more deeper reasoning. 

4. Be friendly with your contacts. Follow the "Platinum Rule" and treat them as THEY would like to be treated. 

Thoughts on Going 3 DEEP?