From “muddling” to magic. Here’s the question to uncover the obstacle.

Missed last week’s post? Catch it here so you’ve got the backstory for today. 

Key takeaways from last week:

Prompt your client or prospect by asking: “Tell me about the last time [you did X],” and listen for the habits, beliefs, tools, and processes in play.

To uncover helpful details, ask:

“How did you arrive at this way of doing things?” or
“Do you use any other tools or have any specific tips or tricks you use to help you out?”

Pay attention to any “muddling through” on their part. (Remember by naming it, you’re offering the possibility of a new identity: non-muddler (i.e. a sure-handed, skillful person who executes with grace and even flair.)

Now what?

Sharpen your insight tremendously, by dipping back into Alvarez’s* toolbox, and asking the following question:

“If you could wave a magic wand and be able to do anything that you can’t do today, what would it be? (Don’t worry about whether or not it’s possible, just anything).”  

Why is this question so helpful?

Because it helps your prospect or client put into words "what it’s like to live in their world"—especially the constraints (of money, time, skill or energy) that are weighing them down.

We get used to our limitations and stop questioning them over time. This leads us to forget them until we are prompted.

While clients or prospects won't usually volunteer their limitations (ex: “good intentions and poor follow through” for instance), ask the magic wand query and you’ll hear about someone or something that can keep them on track or support them.

Ex: your client’s magic wish list may include, “knowing where to start and what to do first” or “being confident in my abilities to make this happen,” or “being able to move further, faster,” or “having a [specific] skill mastered."

Listen carefully and you’ll get clear on how your service or solution can be a part of this “magic” precisely because it helps your client know where to start, be confident, move further faster, or help to master a specific skill.

Your Turn: Try this question out this week. And listen carefully for the insights.