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Evidence-Based Inquiry: Separate Reality from Rhetoric
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Prospects make claims constantly. "This is our top priority." "We desperately need this." "Our team struggles with that."
But words are cheap. Ask for proof.
Your Framework:
When prospects state needs, priorities, or problems, don't accept them at face value. Dig for concrete evidence.
"Can you walk me through the last time that happened?"
"What specific data are you tracking to measure this?"
"Tell me about a recent example where this caused problems."
"How are you quantifying this impact today?"
"When did you last discuss this with your team?"
These questions aren't skeptical—they're clarifying. You're seeking substance beneath the surface.
Why This Works:
Many "urgent priorities" are actually theoretical concerns or inherited talking points. Evidence-based questions reveal what's genuinely critical versus what sounds important in meetings.
Real priorities come with stories, data, and recent examples. Vague priorities crumble under gentle scrutiny.
Plus, requesting evidence demonstrates you're not just nodding along—you're genuinely invested in understanding their reality. This builds immediate credibility and trust.
Action Step:
Next time a prospect declares a priority or need, respond with one evidence-seeking question before proceeding. Let their answer—or their struggle to answer—guide your approach.
Facts beat feelings. Every time.