Having Deeper Conversations - WWW (Why Without the Why)

First you must understand the 3 Levels of a conversation

Levels of a conversation:

Level 1: Surface Level - What “I want to lose 15 pounds”

Level 2: Action Level - Why “I felt good in my 20s at that weight, and my energy levels were much better”

Level 3: Transformation Level - Identity/ PERSONAL Feelings/Drivers

Here are some tools to help the buyer realize the deeper reasons.

Ways to ask "what's important about X to you?" (Medium)

1. Absolutely and just for context, What motivates you to work on X?

2. Love it and What makes you interested in working on X?

3. Could you tell me what led you to want to work on X? (softer)

4. Totally makes sense, and for you, What is the primary reason for your interest in working on X?

5. Yes, makes sense, Everyone has their own reasons for that, What specifically attracts you to working on X?

Additional Tools:

Ways to ask "what's important about X to you?" (Medium)

1. Absolutely and just for context, What motivates you to work on X?

2. Love it and What makes you interested in working on X?

3. Could you tell me what led you to want to work on X? (softer)

4. Totally makes sense, and for you, What is the primary reason for your interest in working on X?

5. Yes, makes sense, Everyone has their own reasons for that, What specifically attracts you to working on X?

GOAL # 1 - BIG WHY (Deeper level conversation)

So what motivated you to book a call with us? (tip of the spear)

  • What was it that caught your attention and prompted you to want to find out more?

    • “I'm interested in a side hustle”

  • What is it about **losing***** that's important to you?

    • “Tired”**

  • So wanting to have **more energy****, what's the reason behind wanting to do that?

    • “I want to have more time freedom. I'm capped at my current income.”

  • Wow, that’s a great goal, that means different things for different people, What's the main reason you would say for wanting ***Time freedom***?

    • “I know I'm reaching my potential and finally get paid for what I love doing.” (GOING DEEPER)

  • Wow I appreciate that, & reaching your potential and getting paid what you’re worth, what would that mean to you? (FEELING)

GOAL # 2 - Now that you have made the WHY “MEAN” more, you will get better and more emotional responses below...

Expand PROBLEM with 4 horsemen

  • 1. How is that low energy showing up for you? (impact)

  • 2. How long has this been going on for? (duration)

  • 3. What do you think led to this in the first place? cause)

  • 4. Was this a stack of reasons or was there a recent moment where you thought, okay maybe i should look for solutions? (trigger) (double commitment question)

When stuck at the same "level"

Insert Double Commitment Questions:

  • When you say get more leads . . .

    • Is that more to Increase revenue _> or to make sure your consistently helping more clients reach