Kalia and I are about to embark on a two-day, one-night trekking tour in Chiang Mai that promises to be equal parts adventure and, well, let’s call it character-building.

We’ll be bamboo rafting, swimming with elephants, and spending a night in a tent in a remote village. Oh, and lest I forget the pièce de résistance, it comes with accident insurance.

Because nothing says, “This is going to be fun!” quite like knowing you’re pre-approved for a major injury. 🙂

Now, if you’re wondering why on earth I’d sign up for this (aside from my wife’s brilliant persuasion skills), Kalia is always laser-focused on the details that make a trip unforgettable. She asked all the right questions: “What’s included? How close are we getting to the elephants? Is the village Wi-Fi strong enough for Dave to stream Netflix?”

(That last one was wishful thinking, but I appreciate her optimism.)

This got me thinking about how crucial it is to ask the right questions—not just in planning an adventure but in a consultation with a prospect.

Meeting with a potential client is not just about rattling off your credentials or explaining your service in excruciating detail. That’s like showing up to the trek with a pair of flip-flops and expecting smooth sailing.

Instead, your focus should be on them. Ask questions that uncover their emotional needs, not just the logical ones.

“What do you hope to achieve by working with me?”

“What’s your biggest frustration with [insert problem your service solves]?”

“How would solving this change your life or business?”

When you dig deep, you uncover not just what they need—but why they need it. And when you understand their emotional motivators, you’re no longer selling a service; you’re offering a transformation.

Kind of like how this trek isn’t just about bamboo rafts or tents—it’s about the experience, the stories we’ll tell later, and maybe the insurance policy I’ll definitely be triple-checking.

So, ask better questions, connect on a deeper level, and give your prospects exactly what they need—because when you do, closing the sale becomes a natural extension of the conversation.

Kick butt, make mucho DEEnero!

Dave “Ask the Right Questions, Avoid the Wrong Raft” Dee

P.S. To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.