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This ONE Question Predicts Your 85% Close Rate (Ask It in Minute 5) 🔥
20 discovery calls my first 3 months. 8 became clients. 12 wasted hours.
Then I learned one question that predicts who buys. Ask it in first 5 minutes.
THE QUESTION:
"What happens if you DON'T fix this in the next 3 months?"
Not "what's your pain" or "what's your budget."
What happens if nothing changes?
THE RESPONSES THAT PREDICT BUYERS:
BUYER: "We'll miss growth targets. Hiring another admin just for data entry, $40K annually. Can't scale like this."
Specific consequence. Financial impact. Timeline urgency.
NON-BUYER: "I mean, it's annoying. Would be nice to fix eventually."
Vague. No urgency. No real pain.
THE PATTERN:
Buyers have CONSEQUENCES for inaction.
Non-buyers have INCONVENIENCES.
Consequences = money, time, growth limits, team frustration
Inconveniences = "would be nice," "annoying," "eventually"
MY CLOSE RATES:
Consequence answers: 11/13 closed (85%)
Inconvenience answers: 1/7 closed (14%)
WHY THIS MATTERS:
Stop wasting time on inconvenience leads. Qualify hard early.
If they don't have real consequence, they won't buy.
THE FULL DISCOVERY FRAMEWORK:
MINUTE 1-2: "Walk me through your current process."
Listen. Take notes. Let them vent.
MINUTE 3-4: "How long does this take monthly?"
Get specific numbers. 10 hours? 20 hours?
MINUTE 5: "What happens if you DON'T fix this in the next 3 months?"
THE MONEY QUESTION.
If strong consequence → continue call
If weak consequence → "Sounds like this isn't urgent. Check back in a few months?"
MINUTE 6-10: Demo solution (if strong consequence)
Show working example. Their problem solved visually.
MINUTE 11-12: Next steps
"Want me to send proposal? We could start next week."
OTHER QUALIFYING QUESTIONS:
"Who else needs to approve this?" (reveals decision-making)
"What's your timeline?" (reveals urgency)
"What budget allocated?" (reveals seriousness)
But consequence question is #1.
REAL EXAMPLES:
CLOSED: "If we don't fix this by Q2, hiring two more people. That's $80K annually. Our margins can't handle that."
DIDN'T CLOSE: "It's frustrating. Takes time. Would love to automate someday."
See the difference?
MY CURRENT PROCESS:
Ask consequence question minute 5
Weak answer → politely end call minute 10
Strong answer → full demo and proposal
Save time. Focus on real buyers.
What consequence question will you ask tomorrow?
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This ONE Question Predicts Your 85% Close Rate (Ask It in Minute 5) 🔥
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