People procrastinate because they don't know what the next step is. If they don’t know what it is, they can’t take it. It's that simple!
If you are currently dealing with a procrastinator who professes real interest but keeps putting you off, you’re probably dealing with a genuine procrastinator. They don’t procrastinate intentionally. It’s just in their Buying DNA.
Here’s a great question to ask to help you get the ball rolling with all the procrastinators you encounter. Please don’t underestimate the potency of this question.
“The Great Question”
“What would have to happen” for you to place an initial order of three units of our new XYZ product?
The key words are, “what would have to happen”?
Trust me, it works.
Insert whatever is appropriate for the situation after the phrase, “What would have to happen...?”
This question works like magic. It literally forces the procrastinator to think what the next steps ought to be. He tells you what the steps are and at the same time he tells himself what the steps are.
I can’t tell you how many times I've seen this work. It may be the single best way to un-procrastinate procrastinators.
Ask better questions and “Build Your Business”
Donald Robichaud is the President of FloodLight Consulting and can be reached at firstname.lastname@example.org or at 250-768-9415.
As posted on Castanet