Matt Ryder says prospects give honest answers when they don't feel like they're talking to a salesman. Start with broad questions about why they took the call, not deep problem questions that trigger defensiveness. Build rapport first, like you wouldn't ask a stranger about their mother in an elevator before saying hello.
The less they think of you as a salesperson, the better the answers that you get will be. So in the connection stage, it's like, hey, what is it that attracted your attention into coming here today, into booking the call, into having this discussion? Do you know what you're looking for specifically? Have you already found what you're looking for? All we're doing is looking for an overarching goal. Now, a lot of people, they're gonna dive deep on that problem straight away. Okay, well, how long has that been a problem? What kind of impact is that having on you? All that does is raise alarm bells in the prospect's mind because it's too early for that conversation. Let me give you an example. Let's say Let's say you walk into an elevator and you just go, hey, floor 9, please. Oh, how's your relationship with your mother? That's a weird thing to say. You don't have the rapport with that person yet. You haven't earned vulnerability. We're gonna wait to ask those questions until a little bit later, and we're gonna build step by step on the intensity of the questions that we ask, and that when we actually ask for the problems and the solutions they're looking for, we get the real answers because they feel comfortable enough with us.
