One survey question tells you everything—and it’s not about the deal.
In this sales coaching monologue, Adrian Anania introduces a single question he includes in a client survey—"what is your mother's maiden name?"—as a quick litmus test to determine whether a prospect is ready for the sales menu. He explains that an immediate, unhesitant answer signals established trust, while hesitation or questioning the need for the information indicates lingering sales resistance. By embedding this question in the survey, salespeople can gauge a prospect's readiness before presenting their offering, avoiding situations where they reach the menu but cannot connect. Anania concludes with a call‑to‑action, inviting viewers to message "survey" to receive the questionnaire for use in their own deals.
Chapters
More from Adrian
"What's it gonna take. When can we get you in this?" That's not closing, that's begging.
A high payment customer walks in with a pre-approval from their credit union. Most managers panic
You are the author of your own story. Every deal, every choice in the box is a page you're writing,
Every new manager walks toward the same hole. No real training. No loop. No one watching the deal
You bought the best training program in the country. Six months from now, it won't matter.
Someone drew a fancy graph on a whiteboard, capped the marker, and called that my F&I training.
Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.
