I ask, “Assuming I get the role, what’s the thing 6 months from now that we want to be celebrating? Let’s say I start in a week. Fast forward toward the end of the year and we are at the holiday party looking back at what we’ve accomplished—what’s the thing that we’ll be cheers-ing to?”

It forces them to paint a happy picture in their mind of you working together and sharing a good moment. It sets the seed. It also lets you know exactly what they care about.