There are a few things that come to mind:

1) setting expectations up front really helps. It doesn’t always serve founders to “patiently wait” to ask questions. https://medium.dave-bailey.com/how-to-take-control-of-difficult-meetings-78f2798e5001

2) I try to avoid easy “why” questions which can trigger the “because” reflex. The best questions are “what” questions, and they require skill on behalf of the questioner to phrase well.

3) trust is built over time. Rather than try to get them to trust you, try and connect with them, empathy and curiosity are go to techniques for this.

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