Do you ever struggle to figure out what someone’s real motives are? You can tell there is an underlying issue, but the person is not clearly stating it. This situation can happen in so many different situations but is prevalent in sales. Do not despair! I have two irrational questions that will immediately get anyone to reveal to you, and maybe even to themselves, what their priorities and motives are.
Micheal Patalon from Yale came up with this two-question process that quickly addresses the underlying issues someone is dealing with. Patalon assumed that not all questions are created equal and wanted to spark behavior change by tapping into inner drives.
For the first question, use a scale of one to ten about something you have already discussed. This allows people to be honest and accurate. They will analyze their priorities and give an answer that can be measured. This scalable question can expose an apparent “no” as a maybe.
For the second question, ask: “Why didn’t you pick a lower number?” This question allows the person to consider and talk about some positive reasons for their choice. They move from a defensive posture to articulating positive reasons for change. They cannot give negative reasons for their choice as they validate what they originally said.
Using these two irrational questions will immediately reveal someone’s motives and allow you to understand the best way to suggest change.
BoweryJE22
The follow-up question, “Why didn’t you pick a lower number?” is particularly genious. It prompts individuals to articulate positive reasons for their choice, shifting the focus from defensiveness to constructive dialogue.