The Answer is the Question

THE ANSWER IS A QUESTION134

Ask follow-up questions to

overcome roadblocks and get the

commitment level to a ten

It’s worth noting in the example above if the answer to a commit-

ment scale question isn’t a ten, it may be that the wrong action has

been identified, or that there are still some mental obstacles to be

overcome. In this instance, you’ll need to ask follow-up questions to

overcome roadblocks and get the commitment level to a ten.

IT HELPS TO GET PHYSICAL

Underlining an action that someone has agreed to with a physical

response can sometimes help to reinforce their commitment even fur-

ther. Examples might include:

•

Inviting the other ...