UNCOVER: THE 'PRIMARY' PAIN POINT

Question 1

MIQ - Most Important Question

Answer 1

“SO, That being said…Let’s start with the biggest question…what’s not working in your [X] right now?’

(Life, marriage, relationship, health, business, etc)*

Question 2

Nothing Is
Not Working

(If they say,)

Answer 2

“OK, let me rephrase, what is not working at the level you want right now?”

Question 3

Acknowledge

Answer 3

“Thank you for that, that helps a lot”

Question 4

Current Efforts

Answer 4

“Okay, so it sounds like [X] is the biggest issue right now. What are you doing to fix that right now?”

Question 5

Let Me Get Some Clarity

Answer 5

“Let me get some clarity around a couple of points: [begin with logical questions that are clarifying and specific] - how much did you weigh, how many times did you fight, how many leads/calls did you get, etc”

Question 6

Deepeners

Answer 6

Use these to get more information and deepen the client’s responses to every question in Uncover: “In what way?” “What’s the most frustrating part about that?” “Tell me more.” “Keep going.”

Question 7

Data
Questions

Answer 7

The first series of questions are about the data, using how much or how many. “Exactly much revenue did you bring in last month?” “Exactly how much weight have you gained in the past 12 months?” “Exactly how many times are you fighting with your husband?”

Question 8

Expand The Cost / Tight
Spot

Answer 8

Recap what they said, and ask if it puts them in a tight spot in that area of their life. “All right, so in the past months, you’ve gained 87 pounds. Can I ask, does that put you in a tight spot with your health?” “Last month, you only did $1500 in revenue… can I ask, does that put you in a tight spot financially?” Deepen:
“In what way?” “Tell me more.”

Question 9

Hardest Part

Answer 9

“Can I ask you - what’s the hardest part about that?” “If it gets worse, what does that look like?”

Question 10

Expand The Cost / Who
Else?

Answer 10

“Who else is this negatively impacting?” “Does this put you in a tight spot with your [kids, wife, etc]?”

Question 11

What’s
Stopping
You?

Answer 11

“What do you think has kept you from figuring this out? What’s been stopping you?”

Question 12

What Else Have You Tried?

Answer 12

“Have you worked with anyone else to get help with this? Why do you think that didn’t work?”

Note:
Don’t let them tell you that it did work..we just established that it didn’t.

Question 13

Why Now?

1/2

Answer 13

“Okay - you’ve been struggling with this for a while now, and usually when people reach out to us it’s because something happened recently that made you want to fix it. What happened, specifically?”

Question 14

Why Now?

2/2

Answer 14

“Why is this a must for you right now? Why even bother trying to [outcome]? Why is this so important?”

Question 15

What’s Going To Happen If?

Urgency

Answer 15

“Let me ask you this: what’s your plan if nothing changes? What’s the worst-case scenario in in 6 months if you haven’t fixed this?”
Get a specific deadline and specific consequences for when the problem MUST be solved.

Question 16

Transition To
Size Up

Answer 16

“Okay, thanks for being honest with me about what’s happening right now. Tell, you what - let’s shake it off for a second. We’re clear on what’s not working, so let’s take a look at what you DO want, and where things can go if we get this right.”