I want you to try to remember a situation where a big change happened in your life.

Perhaps you stopped a bad habit.

Or started pursuing a dream of yours.

Now, try to remember what questions were going through your head when your mindset shifted.

If you can’t find them, search harder.

Because you see, it is through questions that we can change minds…

Our own or someone else’s.

By using the right questions we can do things such as…

Stop smoking.

Start going to the gym.

Or start saving money.

Let me tell you a story.

The year was 2018…

I remember sitting at my desk watching youtube.

The video I was watching was about...

People debating for and against eating a plant-based diet.

After consuming many hours of content I started contemplating whether to do it myself or not.

So naturally, I began thinking to myself…

"What will my family and friends say?"

"Will it even be possible?"

I went down a negative spiral of negative questions.

Because you see, search & you shall find…

For better or worse.

The answers are not always true, they are just what you believe at that moment.

Now, what do you think happened to me emotionally when I asked myself those questions?

Yes, you guessed it…

My mood spiralled down as rapidly as I asked my questions!

But that day, something changed...

I felt so bad for the animals that I decided to make it possible.

I decided to ask myself constructive questions instead.

"How can I make a plant-based diet work for me?"

"What do I need to know before doing this?"

"If I don’t make the change right now, will I ever?"

I haven’t turned back since.

Just like that, I was able to convince myself to make a drastic change in my lifestyle.

But this isn’t limited to changing yourself.

Questions are also how we change the minds of others.

A former business partner of mine once told me that we have two ears and one mouth for a reason…

Regardless if you’re asking the questions or if they do it themselves…

It is through questions that we make change.

Using questions we can guide whoever is receiving them.

And remember, answers will always be found.

Now, don’t misunderstand what I’m giving you here…

This applies to everything and especially sales.

Let me give you an example…

Imagine you’re selling a time management software.

The value of your product is to save your customers time and thereby money.

Now let’s say you’re speaking to a potential customer.

Two scenarios may happen…

1. You do what most people do and tell the potential customer about your product and how it will help them save both time and money.

Or…

2. You ask questions that guide the potential customer to tell you about how your product will save them both time and money.

Which scenario do you think is more likely to result in a successful sale?

*ding* *ding* *ding* and the Oscar goes to…

*Anton cheering from far away*