'The Curious 7-Year-Old': Close High-Paying Clients by Asking this Simple Word — 7 Times...

Remember the curiosity you had at 7 years old?

That endless flow of questions, not because you wanted to be annoying, but because you genuinely wanted to understand the world. You weren’t looking for surface-level answers—you wanted to dig deeper. You wanted to know WHY.

It wasn’t enough to be told that the sky was blue. You needed to know why the wagon wheels squeaked as you pulled your rusty red Radio Flyer down the street. Was it the dirt? The wear and tear? You needed answers, and you wouldn’t stop until you got to the root of it.

What if I told you that this same relentless curiosity—the one we all had at 7—holds the secret to closing high-ticket deals today?

I’m talking about the power of asking WHY, again and again, until you unearth the true pain point driving your prospect's hesitation. And once you do, you can offer them a solution that resonates on such a deep emotional level that price, timing, and all other objections simply melt away.

Let me show you exactly how this works in real life, with the story of a business owner named John.

Story: The Business Owner and The Squeaky Wagon

John was a 60-year-old business owner. Decades of experience. On the surface, he had it all—a thriving company, a family, and the kind of wisdom that only time in the trenches can bring. But when we sat down to discuss how I could help him take his business to the next level, John hesitated.

He seemed guarded. Skeptical. His walls were up. But instead of overwhelming him with data, facts, or aggressive closing techniques, I shifted into Curious 7-Year-Old Mode.

"John, WHY did you want to meet with me today?"

His answer was what you’d expect—he wanted to explore options for growing his business. Surface-level stuff. But I knew there was more beneath the surface. Just like those squeaky wagon wheels, something deeper was causing friction, and I had to uncover it.

"WHY do you feel the need to explore growth options now?"

Now, John admitted that his business had hit a plateau. His clients weren’t as easy to win over as they used to be. But even here, I could tell this wasn’t the real issue. There was a deeper reason, a true squeaky wheel that needed addressing.

"WHY do you think your business hit that plateau?"

John sighed. He began opening up about how his clients had become harder to reach. The market felt like it was shifting away from him, and he wasn’t sure how to pivot. He was feeling stuck. But again, this wasn’t the core issue—I could feel it.

"WHY do you think the market is shifting away from you?"

This is when the floodgates opened. John confessed that he hadn’t kept up with modern marketing strategies. He was embarrassed. His once-thriving business was relying on outdated methods, and he felt lost in the digital age. For the first time, John’s voice cracked with emotion. But I wasn’t done yet.

"WHY is it important for you to fix this right now?"

John hesitated, and then came the breakthrough. He shared that his wife, Jane, was looking to quit her high-stress corporate pharmaceutical job to homeschool their two sons, Bobby and Danny.

"WHY is homeschooling Bobby and Danny so important right now?"

And there it was—the truth. Bobby, his youngest son, was being bullied at school because of his special needs. John’s hesitation wasn’t about business growth. It wasn’t about marketing or even revenue. John was driven by a desperate need to create a safer, more nurturing environment for his son.

This wasn’t about hitting numbers anymore. This was about protecting his family.

The Silent Moment of Truth

Now, this is where many salespeople go wrong. The instinct is to speak up, to fill the silence, to jump in with a solution. But not here. In moments like this, when your client has just exposed their deepest pain point, you stay silent. You listen. You wait.

Because this is where the sale happens.

John needed to sit in that moment, to fully feel the weight of his pain before we could move forward. Once I saw he was ready, I shifted from the curious 7-year-old to the leader.

"John, I understand now. This is about more than business—it’s about creating the life you and your family deserve. Here’s how we can do that..."

At this point, the sale was done. There were no objections left to handle. John was no longer focused on whether my offer was “worth the money” or if it was “the right time.” He was focused on what mattered most—protecting his son.

Why This Works: The Power of the 7 Whys

The 7 WHYs tap into human psychology in a way that few sales techniques can. At first, prospects will give you surface-level answers—about price, timing, or strategy. But as you keep peeling back the layers with each WHY, you begin to uncover their core fear or deepest pain point.

Most of the time, clients don’t even fully understand their own hesitation until you walk them through this process. It’s like pulling that squeaky wagon down the road—you may not notice the problem until someone points it out and asks why.

The Actionable Steps: How to Apply the 7 WHYs to Your Sales Conversations

1. Start Simple: Your first WHY should be non-threatening. “WHY did you want to meet today?” This opens the conversation in a non-judgmental way.
2. Dig Deeper: As they answer, your second WHY should challenge their surface-level response. “WHY do you feel that’s happening now?”
3. Use Empathy, Not Aggression: Always ask your WHY with the tone of curiosity, not accusation. You're here to understand, not to corner them.
4. Listen for the Shift: By the 5th or 6th WHY, your prospect will likely become more vulnerable. They may lower their voice or share a personal story. This is where the real issue lies.
5. Offer Your Solution (the HOW): Once you’ve identified their deepest pain, provide a clear path forward. Your offer should address their pain directly, just like I did with John.

Closing the Deal: Why Benevolence Always Wins

Elite closers know that benevolence—not aggression—is what wins high-paying clients. When you stop being the alpha aggressor and shift into the role of the curious, empathetic guide, you lower your client’s defenses. You’re no longer the enemy—you’re the partner they’ve been looking for.

And here’s the secret: when you sell this way, you don’t just close a deal. You create a lifetime client. Someone who trusts you deeply because you’ve demonstrated that you understand their pain. And they will refer others to you—because they know you’re more than just another salesperson. You’re the solution they’ve been searching for.

Conclusion: The 7-Year-Old Secret to Closing Big Deals

Remember the squeaky red Radio Flyer wagon? The curiosity that kept you pulling and asking WHY?

That same curiosity is your new sales superpower.

Next time you’re sitting across from a hesitant prospect, ask WHY—not to challenge, but to uncover their truth. Keep asking until you get to the core of their pain. Then offer your HOW—the solution that speaks directly to their deepest need.

This simple technique has closed millions in revenue. And it can do the same for you. The more you dig into their WHY, the more you’ll build trust, overcome objections, and close clients who will be loyal for life.

P.S. Try the 7 WHYs on your next sales call and watch what happens. I guarantee you’ll uncover truths you never expected, and your clients will be more than ready to buy.