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Dan Lok explains a sales question that works: ask prospects what motivates them to meet with you. When they answer, they do 80-90% of the talking, which uncovers what they actually need and makes closing easier.
Dan Lok explains a sales question that works: ask prospects what motivates them to meet with you. When they answer, they do 80-90% of the talking, which uncovers what they actually need and makes closing easier.
That's it. What motivates you to meet with us today? Now, why is that question so powerful? Because that question gives you some information, some intel. It tells you what are their motives. Right. Why? It's just like, why are we having this meeting today?
Another thing is he's talking about what motivated you. It also doesn't imply your solution.
Then the prospect would do 80, 90% of the talking. And that's a great point.
When you do that, the prospect does the talking. That's what you want. There's a real simple sales lesson. Ask questions and listen. If you follow that, you'll close more sales than ever before. When you ask what motivated them, you're going to be positioned to listen to their feedback. And they are in a position of control, too, which is good.
