Link to: Business Attraction Magnet Key # 1: Become Buzzworthy
Business Attraction Magnet Key # 2.
Ask Progress-Based, Open-Ended Questions.
In the medical profession, it is known that prescription without diagnosis is malpractice. The same is true for Business Attraction Magnets. We must ask a variety of open-ended questions to diagnose the situation, so our recommendation (prescription) will meet the need.
“The art and science of asking questions is the source of all knowledge.” – Thomas Berger
There is a classic story, told in sales circles, of the inept salesman trying to explain to his boss why he closed only one sale per month. “You know, you can lead a horse to water, but you can’t make him drink,” the salesman says, shrugging his shoulders. “Make him drink?” the manager replies. “Your job is to make him thirsty.” That sounds good enough, but there’s a fundamental oversight here: Clients and prospects are already “thirsty.” They are thirsty for peace of mind, pleasure, profit, prestige, pain avoidance, and power. They are thirsty for progress. We must uncover others’ particular parameters for progress if we hope to make them thirsty for the progress we offer.
The most powerful way to uncover the prospect’s parameters for progress is to ask open-ended questions. These questions commonly include the basics of:
- Who
- What
- Where
- Why
- When
- How
