Questions
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Sometimes questions trigger resistance. Prospects think: “I better be careful how I answer. Anything I say could be used against me to sell me something.” “What’s the impact this is having on pipeline?” “What’s your biggest priority right now?” Those kinds of questions trip alarms. But statements? They slip past the guard. The brain relaxes. The defenses go down. Here’s an example: “I read online that with tools like parallel and AI dialers it’s never been easier for SDRs to book meetings.” Now the prospect has to react. If they disagree: “What? Where did you see that? Definitely not the case.” You simply say, “No way. What’s your theory on why that is?” If they agree: “True. It’s really been a game changer for us.” You’re now in a conversation about what’s working. Either way you unlock truth. You’re in a conversation. No pressure. No agenda. Here’s the takeaway: People don’t resist being understood. They resist being led to a desired answer. |
Josh Braun
I was at Starbucks and overheard a guy approach a girl. Here’s how it went down. “Hi, my name is Mike. I’m new to the area and was wondering if I could ask you a question?” She said, “Sure.” “What’s your go-to spot for lunch around here?” Her face lit up. “You gotta try Pura Vida. It’s amazing.” Here’s what struck me about what happened next. Instead of jumping in with his own thoughts, he stayed with hers: “What is it about that place?”“What do you get?”“What other places do you like?” She...
I got a biopsy. Now I wait nine days for the results. The hard part isn’t the procedure. It’s the waiting. The mind races. What if it’s cancer? What does this mean? What if, what if, what if…Buddhism talks about two arrows. The first arrow is what happens. The second arrow is the story we tell ourselves about what happens. I can’t control the first arrow. But I can notice when I’m firing the second one. That’s the practice right now. When my mind spins out, I bring it back to the present....
When I was 3, my brother and I loved running around the house naked. Total freedom. Zero shame. Just two little streakers living their best life. Then one weekend, my parents dropped us off at grandma’s. We kept the tradition alive, sprinted through her living room in all our toddler glory. She was not impressed. “What are you doing? Put some clothes on! You should be ashamed of yourself!” Boom. Shame downloaded. And just like that, joy turned into a self-consciousness program running on...