Where Do They Want To Go? Get your prospect to tell you about where they want to go and their desired outcome. Then find out their ‘why’, and get them to picture exactly what life will be like after they get there. One way we do this is by saying: ‘Mike, if we were having this conversation twelve months from today and you were looking back at the past twelve months, what would have needed to happen for you to be happy with your results?’
