Unlocking Emotional Engagement in Sales Conversations

Ever had a prospect who knows they have a problem but just hasn’t pulled the trigger on fixing it? In this episode, I share two simple but powerful questions that uncover what’s been holding them back—and more importantly, what’s finally pushing them to take action now.

We’ll break down the psychology behind these questions, how a paver salesman used them on me to close a deal I had been putting off for years, and how you can apply them to your own sales conversations to create urgency without pressure.

Plus, I’ll share five variations of each question so you can make them sound natural in any situation. Use this strategy, and you’ll have prospects convincing themselves why they need to move forward today.

Hit play now and start turning hesitation into action!