Apr 17 • The Daily Giveback
Daily Giveback 0011 - Stop Asking This Question..
If you’ve ever been in sales or business, chances are someone once told you to ask this:
"Are you the decision-maker?”
Let me save you years of awkward conversations and missed opportunities: stop asking that question.
Why? Because the moment you ask, you’ve triggered someone’s ego.
Even if they’re not the decision-maker, they’ll likely say they are. If they are the decision-maker, they might still feel the need to assert control. Either way, the conversation derails.
Instead, ask indirect questions like:
- “Apart from yourself, who else is involved in this decision?”
- “Whose advice do you value when making decisions like this?”
These questions lower defenses and invite stories. And when people tell stories, you win.
🧠 Why Stories Matter
Harvard ran an MRI study on people who were asked to talk about themselves. The result?
Their brains lit up like they had just gotten a hit of dopamine — the same chemical released by good food, sex, or even cocaine.
I call that brain crack.
Self-disclosure feels so good, people want to keep doing it.
If you're in front of a prospect, your job is simple:
- Ask open-ended questions.
- Actually listen. Don’t just wait to talk.
- Avoid interrupting. Let the silence work for you.
- Let them fill the quiet. That’s when they reveal the truth.
- Follow the breadcrumbs. Their stories are the map to the close.
🧩 The 5 Types of Prospects
Master this and you’ll stop chasing people — you’ll start creating conversations they lean into.
- Buyers – They have the power to say yes.
- Amplifiers – They see the value and will advocate.
- Seekers – Info gatherers. Don’t get stuck here.
- Influencers – They shape decisions behind the scenes.
- Coaches – Your insider. Treat them like gold.
📞 Prospecting = Interrupting
If you’re not interrupting, you’re not prospecting.
And if you’re not interrupting relentlessly, your pipeline will starve.
There are only 3 types of responses when you prospect: RBO's...
Reflex responses
Brush-offs
Objections.
Use the 3-Step Objection Turnaround Framework to handle them:
1. Ledge - Your calm, automatic response to create space for your brain to catch up.
- “How so?”
- “Would you help me understand?”
- “Could you elaborate on that?”
- “That makes sense.”
- “A lot of people feel the same way.”
2. Disrupt - Say something unexpected. Agree with their objection.
- If they say, “I’m not interested.”Say: “That’s exactly why we should meet.”
- If they say, “I’m too busy. "Say: “That’s exactly why I reached out.”
3. Ask - Ask directly — with confidence, no hesitation. Assumptive, assertive, and calm.
Most of the time, this is where you’ll get the real reason they’re hesitant. Then, circle back to the framework. Ledge. Disrupt. Ask again.
🎯 Final Thought
Success is the progressive realization of a worthy idea.
Every day, every question, every conversation — it's a chance to grow toward that idea.
Serve. Listen. Ask boldly.
The deals will follow.
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Daily Giveback 0011 - Stop Asking This Question..
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