Maximizing Performance Through Applied Common Sense*

A leading question is a question that answers “Yes” all the time, and you start it with “certainly” or “of course.”  When you do this, think about what is obvious.  It is curious that when you point out the obvious, people actually get relived and they are much more interested in buying or they feel very good about the value.  You might say something like this, “Certainly you are going to want to get the best return on this investment” or “Of course you’ll want this to come in on time and on budget.”  If you remember, pointing out the obvious, open with “certainly” or “of course,” the person actually likes it and they feel much better.  So, it might work something like this, “Certainly you are going want to read this blog on a regular basis.”