How to ask the HARD questions when selling, and have them land well!

Foreign. Hey guys, what's up? Matt here. We're starting to move into the new office. This is not going to be the permanent background, but nothing's being built yet. So this is the bar. It's the only area that's been built. What I'm going to talk to you about today is how to contextualize and ask difficult questions of your prospects and actually have it seem like it's within their best interest or them feel very comfortable answering that important skill. Make sure that you stay all the way to the end. This will help you qu more deals in person, over the phone, whatever it is you sell. So make sure you like, subscribe, hit the notification bell and cue the trail. So how do we consistently ask difficult questions? How do we not just get away with it, but actually have the prospect of feel and know that it's in their best interest in order for us to ask the questions and for them to answer it? It's a very, very different dynamic because if we can have people answering difficult questions, that's how we're going to get sales consistently, by people feeling comfortable enough. Because that's what's going to make us the trusted advisor. You may be asking like, what the fuck does contextualizing questions mean? And so it's okay, my young pad one I am here for you. I'm going to start off with an analogy. When you walk into an elevator and you can't just go to someone and go, hey, how's your relationship with your mother? It doesn't really work like there's. There's no context to the conversation. There's nothing that we can do. So but if you get stuck in the elevator for say, 30, 40, 50, 60 minutes, then you might just get there. You might be able to build enough rapport with the person to be able to ask interesting and difficult questions and have a more productive conversation. And so being able to contextualize questions allows us to have a more productive conversation easier. The context of a conversation plays a large role in what you can ask and how you can ask it. Like, here's an example of what I mean, okay, so what I'm going to do is, is set up a little bit of a story to contextualize why somebody should give me their real goal. Okay. And then off the back end of that frame up as to why it's in their best interest for me to then get the consequences of not achieving the goal. You know, once I kind of get an initial goal, I would go like, yeah, you know, because, like, I guess you Know, goals is like a fat kid running towards an ice cream truck, right? And so, you know, we, you know, the kids run there and it's, you know, he hears a little jingle jangle of the truck and then from there he kind of goes running and running and running. And then, you know, like, he really wants that ice cream, but, like, he's not really willing to run over broken glass or sprint or knock people out of the way to get it. You know what I mean? There's a limit to what he would do for an ice cream. And to me, that's like people and goals, right? So people are willing to get after to get their goals, but how far are they willing to get? How far are they willing to go? How good could that ice cream taste? So for you, man, like, you know, I think it's important to understand that. And then it's also important on the flip side of that to understand, like, you know, if you ever watch someone run from a burning building, it's a very different type of running than somebody running towards an ice cream truck. Like, no one ever got to the front door of a burning building and just went, oh, that's far enough. And so, like, for you, man, like, what happens, like, what happens when you get to the ice cream? What happens when you bite in? How does that feel? Like, what do you get? What flavor are you after? Okay, now what that's done is that has then set up that it's good for me and you to understand your goal. Like, let's really figure out what's going to get you moving and grooving, then the back end of that as well. It's given me a really, really good framework as to why he should tell me the other side. The consequence of that, because I've already got the buy in that people run away from things with far more velocity than what they run towards things. So it contextualizes the entire part of what I'm trying to get at. There's another example that I can give you which, which might be a little bit more straightforward. And that's sort of like why someone should tell me what they want. If I'm looking at coaching as a framework, it's like, hey, this is a coaching relationship. I'm going to coach you how to do something. Whether it's sales, coaching or real estate, or investing, any type of coaching program. When you're coaching people, like, on good days it's good, and on bad days it's bad. And I guess as a coach, how we really prove our worth is by stopping a bad thought from becoming a bad action, from becoming a bad day, a bad week, bad month, bad year, bad decade. So, like, you know, for us to really have a really productive relationship moving forward, we need to understand not only what you want, but why you want it. Okay, so what that does is it contextualizes why I need certain information, and it puts it in their best interest, which is really important to do, because if they feel like it's in within their best interest, then, man, like, they're going to answer the question. And so contextualizing these difficult key questions is going to make it so much easier, and so you're going to feel so much more comfortable asking them, and then the prospect is going to feel more comfortable receiving them, thus making the entire sales process less resistant. All right, guys, I hope that was helpful. If you want me to do some. Some more examples of how we can do that, then, you know, comment down below. Contextualize. You can spell that, right? My order correct. Had to help me on that one, so. And yeah, if you guys like the content, please consider subscribing. And I hope you have a fantastic day. Bye.