Where would you end up…

“Where would you end up if you let your dog go where ever he wanted on a walk, instead of making him stay on the trail?”

That question led to a walk experiment with Fred the dog. Which took me on a meandering journey through the woods near our house. I saw things I wouldn’t have ever known to go look for, got a little muddy, and we both had a glorious time.

What would happen if we let our prospects and customers go where ever they wanted in a conversation?

Instead of staying on the trail we believe we are supposed to follow, going off the script.

We might get a little muddy, but I bet we would find out things we don’t even know to ask about.

You’ll need a few question strings to help you prompt the conversation along:
• Then what happens…
• How would it have helped…
• Is it important to you….
• Please describe…
• Please explain…
• Compare for me how you…
• To what extent…
• In what way do you…
• Give me an idea of how…
• Go through the…
• What happens when…
• Help me understand the…
• How does ________ affect you?
• And..
• Why…

Try it out! You never know where you’ll end up – you might even have a glorious time.