So, I was going to disagree with your summary, but after reading the article, I have to qualify that. In situations like the author describes, where I’m trying to sell something (and, yes, interviews qualify), then sure, look for and answer the “deep question”.… which might not be a question at all. More generally, in such situations approach every interaction as though your actual goal were to alter your interlocutor’s behavior, because, well, that is your actual goal.
That being said, I prefer my life when most of my interactions with people don’t have the primary goal of altering their behavior.
So, I was going to disagree with your summary, but after reading the article, I have to qualify that. In situations like the author describes, where I’m trying to sell something (and, yes, interviews qualify), then sure, look for and answer the “deep question”.… which might not be a question at all. More generally, in such situations approach every interaction as though your actual goal were to alter your interlocutor’s behavior, because, well, that is your actual goal.
That being said, I prefer my life when most of my interactions with people don’t have the primary goal of altering their behavior.