Why is this approach so effective? Let’s break it down:

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Step 2: fill in blank two with the timeline they’re looking to drive the result in. For example:

“this month”
“this quarter”
“this year”



Step 3: challenge them to complete the open-ended third blank with ONE (i.e. the most impactful) solution to make it happen.

For example, you could say:

“Tim, if you don’t mind, complete this sentence for me, ‘My team could sell more software this quarter, if…’ What’s the if?”

“Julie, if you don’t mind me asking, can you complete this sentence for me, ‘I could retain more of my remote employees over the next year, if…’ What’s the if?”

“Alex, I know you mentioned delivering better business outcomes bangladesh telegram data to your customers was a key focus for you. But if you had to complete this sentence for me, ‘I could deliver better business outcomes to my customers this year, if…’ What’s the if?”

Why This Works

1. Focus: asking open-ended, thought-provoking questions about your customer’s business but then only allowing them to select the most impactful “if” focuses them. It helps your customer cut out the noise and hone in on the most important insights. What’s that ONE thing that would render all the other potential options easier or unnecessary.



2. Alignment: By prompting your customer to discuss where they feel their needs are and what support they crave, you can then take this information and clarify whether or not your services are the solution to their current problem(s). Maybe you’re the perfect fit for the job or maybe you’re not at this time – either way, you find out quickly and easily with this one simple question.