The doorknob question happens at the end of a meeting when a prospect reveals their real problem as they're leaving, like Columbo's "one more thing." Two physician sisters showed how listening for this final moment of pain lets you find the highest-value need and close bigger deals.
When working with clients, look for the doorknob question. I've got two sisters who are physicians and they both tell me the same story about how when you're having consult with a patient and you're taking that history and you're asking them all sorts of questions, you're going to learn some things about the patient, but the most important thing you're going to learn, you're going to learn right at the end of the appointment because that's when the doctor's hand on the doorknob, the patient finally blurts out, whatever it is that was most bothering them, or the most important thing that was going on. This is like the Columbo, "What's one more thing?" Look for that doorknob question. That's going to be the expression of what's actually most important to them. The thing they were building up the trust over the course of the conversation, and then realizing that they are at the end of their window, that they will actually share the most important stuff. By looking for where that most acute point of pain is, you're in the best position to be able to help them solve that pain. In the way that is most expeditious, that will create maximum value for them and also great income for you.
