Matt Ryder explains how asking sales metrics out of order stops prospects from lying. Ask weekly calls, revenue targets, number of sales, and average sale value randomly instead of sequentially. The gaps in their answers reveal what they actually earn versus what they claim, letting you calculate the real revenue gap and close it.
I was talking with tradies all the time and they sort of lied about income. And so what I started doing is I started asking all the questions out of order. How many sales calls do you take per week? 20. What's your goal revenue? 12. How many sales do you make? 7. But you make $1,000 a sale and you only make 4 a week. What I need to figure out is how much money they're making and how much money they want to make so I can establish that gap. You have an end question and then you have how do we get to the end question. If you do it in order, it's too easy to lie. You do it out of order, it fucks people up. And then when you call people on that, they don't know what to do because people are very rarely in a day-to-day context called on obvious lies. It's a really It's an important step to learn how to ask those random questions to get to the real goal.
