in this video I'm going to teach you a simple question framework that will get your prospects to buy now so again for context in my installs process the way I teach it there's the introduction which is report and frame the call there's the information gathering phase and then after that there's the transition which is the bridge between where you ask questions of the pitch there's the pitch there's the committing phase and then there's objections okay so what I want to teach you is inside of the information gathering phase a questioning framework that really helps you
get like the gold okay so if you know and you're an experienced salesperson what you know what you probably know is that you really have to get to these like emotional reasons and personal reasons of why this is important to them and and why they have to do this right now if you ask and I don't know about you guys when I used to see this on sales scripts I used to like cringe it I used to make me feel uncomfortable if you see especially in like a high level business conversation if you just sit
there on the call and like you're getting their goals and you're like all right John well like why is that important to you personally or yeah John okay well what would that do for you or like well John like but why is this important now though with certain prospects if you ask those questions they'll give you the answers that you want and everything's gonna be okay all right but with the most sophisticated prospects and the toughest prospects not only will that like turn them well not only will not work it's it's gonna turn them off
right they're gonna be like uh like dude could we just talk about what what this is so you need a good socially aware way to ask not to necessarily ask the same question but to get the same information because it's not the questions you ask it's the answers that you get and the reason for that is essentially like we always cover on this channel is there are seven beliefs the prospect needs to have to buy paying down cost desire money support trust and what we want them to do is speak out loud essentially those seven
beliefs on the call before we transition to the close because in doing so we're going to create an objectionless close and the prospect just closes themselves right and so again when they speak it out loud it's leveraging the most persuasive principle that Robert childini talks about in his book influence it leverages the consistency bias which essentially is the bias that you know people want to appear consistent so if you get these them saying the right things prior to the call or prior to the pitch and prior to you asking them for money they're going to
be much more likely to not give you those objections that's why the seven beliefs exists it leverages that consistency so again the problem is is for beliefs like cost right why do they have to do this now or part of Desire is filling out which is another belief is figuring out why is this important to them personally what is this going to do for another area of their life those questions are kind of like especially in a business conversation they're kind of like icky to ask and people don't like being asked them and not only
will they not give you that great responses they're like turned off like I just said so I'm going to teach you a framework just tremendously better to ask these questions and get all the information you need from that type of stuff all the personal all the ooey gooey stuff that really makes them buy the old way to do it in the wrong way in my opinion is let's say you're going through goals and you say well hey John like I know you want to get to 15K a month How would that affect your personal life
right so that's like I'm not saying that can't work but that to me that is like mediocre sales person here's the advanced way to do it it's called a framework called permission reason why question so essentially what I'm going to do I'm going to give you an example but I'm going to ask permission I'm going to tell them the reason why I'm asking the question framed in their own best interests so essentially preeminently framed framed in their own Messengers that means preeminently so I'm going to get permission I'm going to use a preeminent reason why
and then I'm going to ask the question okay so I'll give you an example I'll say gotcha John well um can I ask you a personal question and uh I mean the reason why I'm asking is what's really important to me is not just helping you build a real estate business that's building you uh wealth and helping you accumulate the amount of income that you want to have but also one that empowers you to live whatever lifestyle that you want to live so when you think about that what comes up for you like what's the
non-monetary goals what are the personal goals that you want your business to allow you to achieve okay so let me ask you guys right now what's better hey John what would that do for you personally or the thing I just did demonstrated two seconds ago obviously the second one and I can tell you for the reason I created that whole question framework and that exact word for word thing I've used a bajillion times the reason I created that is because I couldn't use well John what it's going to do for you personally I felt weird
I felt like a sales person putting them through a sales process this makes them feel like I actually care because I do okay so let's break down how that worked I said John can I ask you a personal question permission increases compliance and when you say can I ask your personal question personal presupposes you're gonna get a personal response also increases compliance so that's a presupposition so we had the presupposition number one and permission number two already in completion increasing compliance compliance is basically how thoroughly and honestly are they going to answer my question right
because again it's not about the questions we ask it's about the answers that we get because that establishes the seven beliefs which leverages consistency which gets them to buy objectionlessly hey guys we'll get back to the content in a second but I have a quick favor to ask we don't run any ads I really do a lot of promotions on this channel at all but the one thing that would really help us out if you're getting value from this is if you could share it on your social so specifically sharing it on your Instagram story
through a screenshot or just pressing share and really sharing it on any platform the main way we plan to grow this isn't through ads it's through word of mouth so if you're getting value that's the one thing you could do make sure you tag me on Instagram Nicole Thomas Gordon and with that said back to the content so permission and then I do the reason why so I'll say okay great and the reason why I'm asking is what's really important to me is not just helping you build a business that's building you wealth but also
one that's empowering you to live whatever lifestyle that you want to live I told them the reason why I'm asking a question and I also framed it in their own benefits a couple things there when you ask like you probably read the chaldini study the copiers right it's like when people ditch a line the word because was the reason why people were allowed to ditch a line it didn't really matter what the reason was so we got to give them a reason why they're asking the question it's going to increase compliance the other thing is
too is and I frame it in their own best interest of why I'm asking it is going to help them also increases compliance and then I asked the question so you see how that worked there is four persuasion triggers there the presupposition the uh permission the reason why and the uh the uh framed in their own best interest reason why all those persuasion triggers there increase compliance and now what type of answer do you think I'm gonna get to that question tremendously better and just top it off what you could do is you know if
you get something that seems a little bit still surface level you can say hmm well uh I mean I I I guess that makes sense um is there is there any other reason that that's important to you though and just something like that and you might not say important to you though but um you could say is there any other you know non-monetary goals that are tied to you being able to do this and just that little any other reason really really helps I call that the any other reason question so essentially there's two reasons
everybody has two reasons for doing something they have the reason that sounds good and then the real reason okay so essentially like there's a reason that they would say if they were public speaking and then there's a reason they would tell you you know if you had five beers with them and you know they're just being honest with you at the bar okay so that any other reason sometimes we'll elicit the real reason if you didn't get the real reason on the first question which if you use this framework a lot of times you do
get the real reason so just to give you an example one time I was uh selling you know this guy on starting a business and you know I asked him this question and why this is important to them and I did all this framing I'm talking about and you know he gave me some surface levels I guess I was just surface little stuff and then I asked them hmm I mean I'm not like I guess that makes sense I mean is there any other reason this is important to you now though and he was like
well you know like I divorced my wife a couple of years ago and during that time I was trying to start this business and that business and none of it worked and the thing that really twisted the knife the most for me was that she never believed in me and I want to prove that wrong and so I thought that was a really good one I'll remember that let me give you another example here so um again like I did the one so you know one of the good questions that you want the answer to
but it's a bad question is what would that do for you personally right so I gave you a better framing for that let me give you another framework that also works for the question why is this important now though okay so again if I ask okay John why is this important now why is this important you know John's like come on you know like especially if they're sophisticated they get it so what's the socially aware to go socially aware way to go about it it's a framework called permission context question so permission is exactly the
same as what we did before but instead of reason why what I'm gonna do is context it's going to be easier for me to give you the example and explain it so what we have to do here is let's say it's a business opportunity and this dude's working full time working a nine to five and he wants to leave and start an Amazon business okay so I'll say I gotta I gotta tee this question up the right way so I'll say okay great well well John um what do you what do you do for work
full time right now oh okay you know you're you're a truck driver cool do you like it and he's you know he likes her doesn't like it it literally doesn't matter what he says you're gonna position it the same way other way let's say they don't like it you're gonna say okay well what don't you like about it or what's the worst part about that okay then you're gonna say so you a little bit of probing and okay cool John well um and and how long you've been doing that for oh I've been doing it
for 10 years okay once you get I don't like it I've been doing it for 10 years then what you're gonna say is wow uh can I ask you a personal question and you know look like I mean 10 years like after all of that time um while the sudden did you decide to transition out of this and do something else right now though like what shifted for you what happened so again you see a couple things I'm doing there number one tonality we talked about this in other videos I'm not like could I ask
the first question after all that time but shift it for you what happened why now like I'm not asking like I'm I'm like trying to find my words and stumbling a little bit it makes it tremendously more authentic and softened and you get better responses so again can I ask you a personal question permission and the personal presupposition then what I do is I paint context okay this is very key I say well dude 10 years yeah you've been doing this for 10 years I mean after all of that time like I mean it's been
a real career for you like I guess like what I'm curious about is while the sudden did something shift for you where you want to do something else now though so what I did is I took his behavior and I painted it in a format which could be perceived as abnormal and then I asked him to justify that behavior to me think about it this way he's been doing this for 10 years one thing for 10 years and then now all of a sudden very very recently he wants to do something else so you see
how like that is kind of abnormal like that is a little bit different I you know I explained that essentially with my with my with my words and then I asked him to justify the change of behavior to me now again one of the biggest levers of persuasion with Robert Chinese talks about is the consistency bias the appearance the appearance to appear consistent so when I asked him to justify it to me he like he wants to appear consistent in like his things make sense because as you can see he's not consistent does that make
sense so when I ask him to justify that to me I'm gonna get a tremendously higher amount of compliance now the other thing I did with how I asked that question is I said what shifted for you what happened I didn't say well why is this all the you know a sudden important to you and if I do say that I'll say why all of a sudden this is important to you like what what shifted for you what happened the reason I want to know what I don't want to know the reason I want to
know what happened okay one of the things uh Tony Robbins always says people who make change it's because of a moment of moment and decision a moment of decision it's this time where they draw the line in the sand they say enough is enough and they have to take action and like things are never going to be the same again and what I have found is if you could find the moment of decision on a sale sales call if they can bring that up oh my God it's like the most you're almost going to close
every single time so give me I'll give you a few examples I was selling a guy one time and I did this and he said well like three weeks ago a shooter came into the school and well my wife was okay she was teaching at the time and I never want to put her in a position like that again so I made the commitment to be able to retire my wife three weeks ago so you see how like that's a moment another one this is a very common one in the weight loss industry is uh
you know well my my daughter hopped on my lap and said mommy you feel squishy so again you see how that's a moment of decision now the reason why this is so important is because when they have to explain to you what happened the moment of decision right where all of those emotions came to the surface they drew the line and they said this they said enough is enough when they got to explain that to you by the nature of explaining it to you they have to relive all a resurface and re-experience all of the
emotions associated with that experience which guess what are the emotions of change so do you see how these little tiny things here like you could tell like I've taken so many thousands of sales calls because like all this stuff I just kind of some of it I've gotten from coaches and trainers and stuff like that but a lot of this stuff I've just kind of like nuancedly made up and so you can see how I could ask why is this important now John or I could tee the question up paint a lot of context create
an admirality and behavior then do permission paint to context ask them to justify it to me and Tack on that little phrase of what happened to get the moment of decision it's pretty cool right so hopefully you enjoyed this video guys um you could do that framework with anything so recap permission reason why question permission context question but always think about really ways where you can get them to justify their behavior to you opposed to you probing okay another common example if you say what's your income goal how much money you want to make they
say 10K a month instead of saying oh John well what would that do for you what you want to say is oh well it seems like you've like settled on that before I guess you know if I can ask why that number so you see how when I say well John what would that do for you I'm probing when I say wow what seems like you've kind of settled on the number before if I can ask why that number see how in one example I'm justifying I'm getting them to justify their behavior to me in
the other example I'm probing try to get them to justify the behavior to you because you're leveraging the consistency bias which is the highest driver of human behavior you know says chaldini which is pretty much the number one researcher persuasion in the world so hopefully you enjoyed this guys if you want the full sales process there's a link above for the video see ya
