If a Prospect Won't Give a Straight Answer, Ask This Twice — Transcript

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1. 0:00Let's dive in.
2. 0:01Sales question. How to get the
3. 0:04information out of prospects without
4. 0:05feeling like an interrogation?
5. 0:07You have to know how to dig for pain.
6. 0:10Now, prospects who give you surface
7. 0:13level answers are not going to buy
8. 0:15because you have not agitated the pain
9. 0:17or said differently, you have to
10. 0:18motivate them enough to take action. And
11. 0:20so, the way to do that is whenever
12. 0:22someone gives you a surface level
13. 0:23answer, start with, "Can you give me an
14. 0:24example?" Hey,
15. 0:26"Why do you think the business isn't
16. 0:28growing as fast as you want?" Uh you
17. 0:29know, "We don't have enough leads right
18. 0:31now." "Can you give me an example?"
19. 0:33"Well, you know, like
20. 0:35uh you know, last week we got, you know,
21. 0:3610 leads."
22. 0:38"Okay. Uh well, how many leads do you
23. 0:39normally get?" "15." "Okay. Tell me more
24. 0:42about that." That's the second
25. 0:44statement. And so, you need to alternate
26. 0:45between, "Can you give me an example of
27. 0:46that?" and "Tell me more about that."
28. 0:48And so, you can literally go back and
29. 0:50forth between, "Can you give me an
30. 0:51example?" "Tell me more about that."
31. 0:52"Can you give me an example?" "Tell me
32. 0:53more about that." Um and you'll just dig
33. 0:54deeper and deeper until you get the
34. 0:55actual kernel that you need that relates
35. 0:57back to the product you sell and you're
36. 0:58like, "Boom, I got it." And so, you can
37. 1:00just stay in that lane without pissing
38. 1:02the person off because, believe it or
39. 1:03not, people love to just talk about
40. 1:04themselves. And so, asking them to give
41. 1:06examples or tell me more, and also, if
42. 1:07you want the 201 version of sales, when
43. 1:09you tell someone to tell you more, it is
44. 1:10a command. So, there's an assumptive
45. 1:12frame of authority um that is built into
46. 1:15the statement. So, little little 201
47. 1:17sales hack for you. If you like this
48. 1:18video and you're business owner who
49. 1:19wants to break through your current
50. 1:20revenue ceiling, I distilled every
51. 1:22lesson from scaling 10 businesses past
52. 1:2310 million and three businesses past 100
53. 1:26million into a completely free scaling
54. 1:27road map that I've used to go from 0 to
55. 1:291, 0 to 10, and 0 to 100 plus. And so,
56. 1:32you can click here and you can check it
57. 1:33out. Again, absolutely free. And since
58. 1:35you're business owner, I appreciate you
59. 1:36and uh enjoy.