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When a prospect says it's not a good time, ask a consequence question that exposes their hidden assumptions. One probing question can shift how they think about the problem and open the door to real conversation.
When a prospect says it's not a good time, ask a consequence question that exposes their hidden assumptions. One probing question can shift how they think about the problem and open the door to real conversation.
Yeah, we really liked you and what you had to say, but decided now's not a good time for us, so we'll get back to you when we're ready, mate. Keep in touch.
Well, I'm not that cool, but thanks for the compliment. Can I— hey, can I, um, can I ask you something? And you can always get back to me down the road. Can I, can I ask you something? Sure. How, um, how, how can I communicate to you that you might be making a mistake without you getting upset with me? Yeah, sure. Yeah, now's not a good time. I'll do it down the road. Keep in touch. That's his frame. How do I take him out of that frame and reframe him to a new way of thinking? That question I just asked here, that's an NBPQ consequence question. What I'm doing here is I'm deframing him with this question.
