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1/โWhat would need to be true for you toโฆ.Xโ
Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?
A thread, co-written by @deanmbrody:
2/ First, โXโ could be lots of things. Examples: What would need to be true for you to
- โFeel it's in our best interest for me to be CMO"
- โFeel that weโre in a good place as a companyโ
- โFeel that weโre on the same pageโ
- โFeel that we both got what we wanted from this deal
3/ Normally, we arenโt that direct. Example from startup/VC land:
Founders leave VC meetings thinking that every VC will invest, but they rarely do.
Worse over, the founders donโt know what they need to do in order to be fundable.
4/ So why should you ask the magic Q?
To get clarity.
You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.
It also holds them (mentally) accountable once the thing they need becomes true.
5/ Staying in the context of soliciting investors, the question is โwhat would need to be true for you to want to invest (or partner with us on this journey, etc)?โ
Multiple responses to this question are likely to deliver a positive result.
Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?
A thread, co-written by @deanmbrody:
Next level tactic when closing a sale, candidate, or investment:
— Erik Torenberg (@eriktorenberg) February 27, 2018
Ask: \u201cWhat needs to be true for you to be all in?\u201d
You'll usually get an explicit answer that you might not get otherwise. It also holds them accountable once the thing they need becomes true.
2/ First, โXโ could be lots of things. Examples: What would need to be true for you to
- โFeel it's in our best interest for me to be CMO"
- โFeel that weโre in a good place as a companyโ
- โFeel that weโre on the same pageโ
- โFeel that we both got what we wanted from this deal
3/ Normally, we arenโt that direct. Example from startup/VC land:
Founders leave VC meetings thinking that every VC will invest, but they rarely do.
Worse over, the founders donโt know what they need to do in order to be fundable.
4/ So why should you ask the magic Q?
To get clarity.
You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.
It also holds them (mentally) accountable once the thing they need becomes true.
5/ Staying in the context of soliciting investors, the question is โwhat would need to be true for you to want to invest (or partner with us on this journey, etc)?โ
Multiple responses to this question are likely to deliver a positive result.