Chris Orlop

Yours will look different

And I can't tell you what the answer is, but I can tell you how to start it.

And it's this.

Now peel back the onion with the metric they gave you, unique to your business.

All right, number four, how are we doing on time?

Had a schedule right on time?

Behind?

Two minutes, okay.

I'll make it happen.

The last one is find the compelling event and drive timeline against it.

Now, here's what you have to know about this next question I'm going to teach you.

It is weak, generic, and doesn't get the effect you want if you don't ask it after all the questions I already taught you.

It's powerful if you do the steps that I taught you.

Okay, so here's the question.

But I'm going to spend more time selling you on why it's powerful to ask this at the end.

If you ask what's driving you to solve all of this now rather than later at the beginning of a discovery conversation or just too early, you're going to get a very unsatisfying answer.

Well, you know, we're losing money every day that we don't solve this.

Really generic sounding.

When you ask this after going through those first three questions and

where they are as a customer is understanding the full scope and magnitude of the problem.