The human mind works in mysterious ways. It seems to come pre-programmed to ask questions and seek answers to those questions. Anyone that has spent more than a few minutes with a toddler has witnessed first hand just how inquisitive the human mind can be.

Your mind will attempt to answer any question you ask. The trick is asking the ‘right’ questions. For example, asking the question “is it possible to double our sales next quarter?” Will get a simple answer; usually yes or no. Perhaps is less decisive answer like “maybe, if…” followed by a dozen potential excuses.

A more empowering way to ask the same basic question is “what can we do to double sales next quarter?”

This is called an assumptive question and people familiar with sales are probably familiar with the basic approach. This question assumes doubling sales next quarter IS possible and moves on to the creative challenge of devising ways to make it happen.

Many times, assumptive questions will bypass the critique of the conscious mind and move to the creative part of the brain where new approaches flow freely.

Assumptive questions aren’t just good tools for sales professionals. They also work for anyone in a management position that needs to find ways to take business to the next level. Once you assume moving to the next level is possible, you and your team can focus on what you need to do different to achieve your goals.

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