This is the ideal consultation question. I must give credit where it's due.
First the way it works is that it positions your prospects to make a commitment to their desired result. Why is this important?
- Because if we are paid in accordance to the value we provide, then having them thinking in the results before they work with you presuppositions them to be in the desired result frame. The emotions the vision and the frame.
- It positions you as different from all the other consultants who desire to deliver what they know rather than what the prospect needs.
- Boosts authenticity.
So whats the question
If we were to have this conversation one year from now, what would need to have happened for you to feel that you are ecstatic with the results you've desired/achieved?
This also tells you more about what they truly desire. This is an excellent question and it came from Dan Sullivan.
Use it and let him know how it works for you in your business.