And yet, it does And people order it

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In other words, when it comes to the science of discovery, people are scientifically and emotionally predisposed to answering questions that require them to state their own views and opinions on a particular topic. Other people’s views and facts simply aren’t as engaging.



The Mistake Most Sellers Make (And Three Simple Words That Can Fix it!)
Unfortunately, despite our best efforts, many sellers unintentionally ask fact-based questions masquerading as opinion-based questions. For example, suppose your customer told you that they’re experiencing a business challenge caused by an old, outdated process they have yet to move away from. As you dive deeper into your discovery conversation, you might be tempted to ask questions like:

Why are you still using that old process?
Why is that process so inefficient?
How much money are you losing by continuing to china telegram data use that old process?
On the surface, these seem like good, conversational questions, and indeed they are. However, upon closer investigation, you’ll notice the insights they’re driving towards are fact-based. In other words, you’re asking the customer to state factual responses to your questions instead of asking for their opinion.

A very easy tweak you can make to supercharge the intent of your questions is asking the customer explicitly to state their opinion on the problem by injecting the phrase “do you think” into your talk track. For example:

Why do you think you are still using that old process?
Why do you think that process is so inefficient?
How much money do you think you are losing by continuing to use that old process?
With these three words as your ally, there will be no question as to your desire for the customer to poetically share the opinions they so clearly want to!

Nestled inside the Paris hotel on the Las Vegas strip is Le Burger Brasserie, a French twist on the American burger experience whose menu boasts the famous 777 burger. For the bargain price of $777 you get a Kobe beef patty with pancetta, goat cheese, seared foie gras, arugula, Maine lobster, 100-year-aged balsamic, and a bottle of Dom Pérignon. By all accounts, such a menu offering is completely absurd and should not exist. Especially since the restaurant also offers a standard $14 burger at 98% less cost than the 777.