Why Is The Most Powerful Question

Have you had the experience when a young child asks the question "Why" over and over again? Their brain is thirsty for knowledge, even for stuff that we think is trivial. For them, “Why” is an important learning tool they use instinctively.

As we age, I think we start asking "why" less frequently. Einstein said that asking questions such as “Why” is actually more important than knowledge.

In setting goals, asking "why" is vital. Unless you understand the reason for accomplishing the specific goal you won't be strongly committed to its achievement.

If the answer to "Why?" is clear and important for you, it will make you more determined to do whatever is necessary to achieve your goal.

In fact the more reasons you have to accomplish your goal the better from this point of view.

So, when you are setting goals (most all of us in BRT do that) try to clearly define the real reason why you want that goal. Goals that aren't really important to us seldom are accomplished. The more you want the goal, the harder you will work at it.

In fact, the more you can transport yourself into the future and imagine yourself achieving the goal, the better. Experience how you feel, what you see and what you hear.

This is a very powerful technique to help you achieve your outcome.

Anyone who has studied NLP is probably aware of this already.

Interestingly though, when you wish to persuade someone to your point of view, you shouldn’t ask the “Why?” question. It makes people become defensive.

That’s why salespeople are taught to avoid it. “Why? causes your prospects to feel they have to justify their actions or opinions. It makes them defensive, antagonistic and destroys any rapport.

Similarly, you shouldn’t use “But” or “However” as these words signal you disagree with the other person.?Again, this destroys rapport which is the most essential element in sales.

So, if someone says something you disagree with, what could you say?

You could reply “Yes I agree with you and I also think…..”

Other similar phrases you could use are:

“That’s true, and also….”

“I understand your point and…..”

?“Why” is a very powerful and interesting word. Use it judiciously.

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