Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

The "Trump" Question - Uncovering their #1 Priority

24 Nov 2024 · 1 min

Watch on YouTube

0:39

This short transcript excerpt captures Brian LaManna explaining the “Trump” question — a quick conversational probe to test whether a proposed initiative is the stakeholder’s top priority. LaManna describes the two useful outcomes: (1) the stakeholder confirms it’s the number-one thing and you gain buy-in and urgency, or (2) they reveal a larger priority you hadn’t known, which opens a new discussion. The technique is pitched as a fast gut-check during prioritization conversations.

Chapters

Even after we start talking about a priority for a little bit, one of my favorite questions is just to quickly pause and say, hey, Alex, this seems like a super massive batch for 2023. Just quick gut check me like, does anything trump this as an even larger priority today? Or are we like, is this the number one thing that we have to nail? And you have two great outcomes. Either they say, no, that is the number one thing we have to nail this today. You get their buy in around why now? Or you uncover something totally that wasn't on your radar, that might be even larger, that wasn't out there on Google or the POV that you showed up with, and you have a new discussion around that as well.