Page 99 - engage workbook

12 spicy questions

Shock

This is very useful where you are trying to help a buyer who only
looks at positives, or who is satisfied with the status quo.

You paint an extreme and unlikely scenario that is beyond the
control of the buyer. If it was to happen though, it would have a
major impact - and almost certainly a negative impact.

“If consumers switched to primarily buy on-line, how would you respond?”

“If there was a major flood or other natural disaster, how would you continue operating?”
“If regulations changed and outlawed cold-calling, what would that mean to your business?”

“If the price of fuel doubled, what would that mean for the way your company operates?”
“If one of your competitors decided to offer their core product totally free - what would
that mean for you?”

Enjoyed by cautious people, but more powerful with opportunistic people.

Shock questions are the most extreme of Spicy Questions and target
uncontrollable and often negative possibilities, to shake complacency and
narrow thinking driven by confirmation bias, availability bias and groupthink.

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