My Favorite Question. (Clients always answer it positively... usually with passion!)

Article Date: July 10, 2006

My favorite question involves "the best of all worlds."

"Ms. Client, if all of this came together, what would be the outcome in 'the best of all worlds?'"

This is a great question because it allows the buyer to energize her imagination and to bask in the feelings of success this initiative could bring her, personally. When she returns to the moment, she will have created some positive, emotional momentum, and given you some nice feedback to support as your conversation continues.

The "best of all worlds" question is also a great way to elevate the discourse above tactical bottlenecks.  Use it if you feel you are getting bogged down in minutia to allow everyone to step back for a moment and focus on the goal--not the hurdles!

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