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Next time you’re on a sales conversation with a prospect, ask them this: “It’s a year from now. We’re having coffee together and you’re happy. What has happened in your business in that year for you to be happy?” [Now you don’t say a word. Embrace silence. Bite your tongue if you need to. :)] This question will push them to think. And you need to give them space to do that. If you talk, you take it away from them. When they talk, they’ll give you A TON of valuable information to start seeing what success looks like to them. That’s known as The Dan Sullivan Question (with a few tweaks) —Dan’s the founder of Strategic Coach. What this question does is framing what their desired state is, in a concrete, quantifiable future. Something they can grasp. That they can actually see. And that will help you see where you can make the most impact —if at all. It tells you broadly where, how and IF you can help. And when you have these 3 things (where, how and if), you’re a lot closer to help them. And take for sure, most your competitors won’t even use it. 🙂 |