Exploration Not Interrogation
I believe in asking a few pertinent questions (such as, “What prompted you to meet with me today?”) but I find too many consultants placing the buyers at a metaphorical bare table under a glaring light bulb and interrogating them (“How long have you worked here?” “What did you do before that?” “What are your current priorities?” “What keeps you up at night?”)
No one is going to answer your questions completely or accurately if they don’t trust you to begin with.