I heard that similar tactic on some podcast by a services guy. I can't remember the actual field, let's say "lose weight" services. They ask the new client "H

I heard that similar tactic on some podcast by a services guy. I can't remember the actual field, let's say "lose weight" services. They ask the new client "How committed are you to losing weight?" Let's say the client says "4 out of 5". You might think you should ask: "Why aren't you a 5?" But the ninja move is to ask "But why aren't you a 3?" This forces the client to tap into their own self-motivation (which is all there is, after all) and they start to convince themselves why they are committed to the results.