I just ask the question when they’ve creates some pain, and I can see that they’re not comfortable. I ask them: ‘How much long is this going to be OK?’ OR ‘How much longer do you want to stay exactly where you’re at?’ ‘How much longer is it going to be cool for you to keep on doing exactly what you’re doing?’ and I say it without judgement. People say: ‘well not another minute.’ and I say: ‘well what do you plan to do about it?’ it’s almost like I’m pushing back. Most people at that point say: ‘well hey, here’s my fancy shiny thing.’ I ask questions that create space. There’s a lot of books that talk about this concept it’s High Intention, Low Attachment. HILA. High Intention, Low Attachment. So I am just authentically having a conversation with somebody, but I am guiding them and I am putting them in pain. I’m attaching pain to their situation for real, and also showing them how they can have pleasure by doing something different. I’ll ask them: ‘So what do you plan to do about this?’ and they’ll usually say something like ‘that’s why I’m talking to you, that’s why I feel so lucky that you’re here today.’ So before I get into the close I’m setting up the close, and I start to ask questions around scale of 1-10 how much more money do you think you could make if you had this? So I ask questions that are always putting a number on them. I’m monetizing the pain. What would that be worth to you if you were were able to overcome this? So I ask lots of questions around that as it gets deeper into the process.
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More clips from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde: