The Two Group Technique

A simple direct way to determine if the prospect has a compelling reason to buy is to define two groups and ask them to put themselves into one or the other. This binary choice leaves no doubt whether they have pain or not IF (and only if) you set up the groups correctly. It is a simple technique just define one group that has pain and one group that doesn’t and ask you prospect to put themselves into one or the other. This video illustrates how it might sound when you say it to a prospect.

via The Optimal Salesperson