Scaling in Public Tip: Asking the Question
Stone Payton: Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, in our Scaling in Public session with Gabrielle Baumeyer, I got to tell you, it just hit me like a ton of bricks when she really got us, and particularly me, focused not on just asking questions but making sure you ask the question.
Lee Kantor: Yeah. I don’t know if it’s a coincidence, but a lot of these coaches are sales – they’re asking us sales questions. I don’t know what Trisha’s trying to tell us. But from Gabrielle, she said something that was like an obvious aha thing. She’s like, “Just ask the question, ‘Do you want to do this?'” Just stop avoiding that question. Just ask the question and shut up like that. Shutting up was an important component of that as well.
Lee Kantor: And she said a lot of people avoid this moment in sales. They keep explaining after they’ve asked the question. They don’t give the prospect time to answer the question. They keep presenting. They keep adding more information because they’re uncomfortable, because they’re afraid of hearing the answer.
Lee Kantor: Avoiding the ask is really just avoiding the truth. At some point in every sales conversation, you need clarity. Either it’s a yes or it’s a no. Both are useful. A yes moves the deal forward, and a no frees up your time to focus on the next right opportunity. So don’t dance around the decision. Ask directly. Do you want this? Get the yes or get the no.
