“Tell me what you don’t like about yourself.”
That was the question posed to their patients by the plastic surgeons, Drs. Christian Troy and Sean McNamara every episode in the dark TV drama Nip/Tuck.
Their question would prompt their patients to not only explain what surgery they wanted performed, but more importantly why, which always set the stage for each gripping, often grisly and bizarre episode.
Dr. McNamara asks the question of Dr. Troy, who in this episode of Nip/Tuck wants his own changes
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It’s a question that prompted the patients to open up about their inadequacies and desire to change.
Kind of sounds like what you want to do with prospects and customers, right?
Asking about change is a line of questioning that can uncover powerful motivators. Very few successful people or businesses are satisfied with the status quo.
We want to learn about that dissatisfaction, dig deep to understand the motivation behind it, get the prospect thinking more about it himself, and then prompt them to explain what they’d like instead.
And don’t overlook the power of this at a personal level, which is even a stronger motivator. Most people have one, or many things they want to change about themselves and their lives.
Yes, understanding what to do with the desire for change is powerful.
Focusing on hope for change got a president elected.
Wanting change causes people to do all kinds of things to their body, some healthy, such as modifying diet and exercise habits, and some not so much, such as using drugs to make things bigger or smaller, and undergoing invasive and/or enhancement surgery.
(And just take notice how many consumer product ads are for things that help or fix body inadequacy issues.)
Desiring a change for more sales and income probably is even part of your motivation for reading this.
Change is a daily part of business.
Determining if, what, and how much people want to change things is a great strategy.
Here are some “change” questions you can use or adapt:
What would you like to change?
What changes would you like to make if you could?
Where do you want to improve?
What needs fixing?
Where you do you need to get better?
How could results be improved?
What has to happen to get from where you are to where you want to be?
What don’t you like about your present situation?
Where are the gaps?
What would you like to be different?
Exercise: Brainstorm for the changes that motivate your prospects and customers to take action regarding your types of products and services. Then take these questions, modify the ones appropriate for your calls, and come up with some of your own.
And please do share those in the comments section below.