Before you can probe a prospect’s past pain, you have to know WHY they want to fix it in the first place.

If you’re selling a “make money online” opportunity, WHY do they want to make money online?

If you’re selling a weight loss solution, WHY do they want to lose weight?

If you’re selling a mindset solution, WHY do they want to improve their mindset?

After you find out WHY—you find out WHY again, and again, and again, until you find their Ultimate Narcissistic WHY.

Why call it that?

First, we say Ultimate, because it’s their underlying WHY, that hides deep beneath the conscious mind.

This WHY is something the prospect is not even aware of, so it’s going to be a mental exercise for them.

Second, we say Narcissistic, because this WHY can’t be a driving factor that’s outside of themselves.

We all want to help family, help children, save lives—but as humans we tend to help ourselves first, before we help others.

If they give you a WHY that lies outside of themselves, have them think again.

Third, we say WHY in all caps, because without it—you’re probing surface level pain, or no pain at all.