The Most Underrated Question ??

Welcome back! If you’ve been following along this month, so far I’ve introduced you to the most important skill in Conscious Selling which is to Ask Great Questions and I have given you an example of one of the Greatest Questions that I’ve used to shift my own mindset from selling to service: How Can I be Useful Today.?

This week, I’m going to tell you about the Most Underrated Question in sales and entrepreneurship.?

It’s so simple you might be quick to dismiss it but don’t do that! Read on, because? I’m going to explain the depth behind this question and some ways that you can use it IRL.?

OK, are you ready…here it is:

WHY.

The Greatest Question in your sales repertoire is why.?

This certainly extends beyond sales and you’ll see how, when it’s applied in any area of your business, it’s the catalyst for effectiveness, productivity, compassion and you guessed it, making more money.?

First of all, I believe that true genius lies in the ability to simplify. So don’t bypass this question!

Of all the sales scripts I have purchased on-line or learned through mentorship this question is always missing!! It’s wild, when you really think about it, right??

And while that is truly a shame, it’s also to our advantage.?

When you learn how to ask this question you will have an advantage over, well, everyone and it will blow. your. freaking. mind. ??

Yes, you read that correctly, I did say “learn to ask” because there is definitely a wrong way to do this ???????

You don't want to sound like a toddler ….why, Mommy? Well, why? Why? Why? OMG there is a wrong way to do this so once again I implore you do not mistake the simplicity of this Great Question for being an easy, no-brainer.?

OK, let’s get into this. Here’s where this comes from:

The 5 Whys [Of Root Cause Analysis] comes from Sakichi Toyoda, the Japanese industrialist, inventor, and founder of Toyota Industries who originated the process in the 1930s. It became popular in the 1970s, and Toyota still uses it to solve problems today.?

It’s a method more commonly used today in project management, but I have applied it to my sales processes and I teach others how to artfully master The 5 Whys as part of my Conscious Selling coaching programs.?

The bottom line: The 5 Whys is an investigative process that delves into cause-and-effect relationships, provides insights and solutions.?

So, in your typical Discovery Call you will ask what the prospect’s goals are. There are many variations of this question, I have my favourites and honestly I could teach an entire masterclass on just that first question (hit me up if that’s something you would like to attend, maybe I’ll do it!)

Then, typically (if you’re already pretty good at this) you will follow up that goal question with something like what is keeping you from those goals?

And so on, and so forth.?

But now you have missed a golden opportunity to deeply connect with this human being!!!?

Who cares what they want… why do they want it!!!!

Amazing things come out of asking The 5 Whys after learning about their goals. Like, I’m talkin’ AMAZING.?

You are asking this person to peel back the layers to the very core of who they are. It helps them remember why they want these accomplishments in the first place and provides them with renewed motivation to achieve them.?

And you just brought them that GIFT!! ??

This takes you from “person trying to sell them something” to human connecting with another human.?

This takes you from “following the script like a trained robot’ to Mastering The Art of Conscious Selling.?

Can you feel the difference??

Now, let’s put this into action. If you have a Discovery Call booked this week will you incorporate The 5 Whys into your process?

If you do, let me know how it goes!

If you would like support in learning how to do this in a comfortable, conversational way that feels natural and gets you the best results…book a call with me!! The link is down below.????

P.S.S: I have spent years asking questions. The good ones, and the wrong ones ?? and I have created a step-by-step process that you can follow, ensuring a massive increase in your conversion rates. Book a call with me and save yourself from spending any more of your time and money on the stuff that isn’t working.