Super-coach Rich Litvin mentions an incredibly impactful questioning technique called “100 things”.
When you ask a client (or prospect) what they want, let them answer.
Then, ask, “What else?”
And keep on asking.
Dozens of times.
Get them to write their answers down.
The first 30, Rich observes, often come easy.
The next 30 not so much, and the last can take weeks.
But can you imagine the gold that lies buried in those 100-or-so answers?
Try it on yourself and find out…