You can’t lead someone if you don’t know where they’re standing.
That’s why this is the #1 sales question you get to ask on every call:
“What made you say yes to booking this call today?”
Not “So… Tell me about your business.”
Not “What’s your biggest struggle?”
Not “What are you hoping to learn?”
Sure, those questions are important too.
But they come later.
Here’s 3 reasons why this question works so well…
1. It gives you immediate context around the entire conversation
You don’t have to guess why they’re here.
They tell you (in their own words) what got them to book the call.
Is it urgency? Curiosity? A last resort? A specific pain point?
When you get that immediate context, you can surround the rest of your conversation based on what they need.
Why guess what they’re wanting to hear when you can show up with curiosity and ask them what clicked?
2. It activates commitment
When someone names what made them book, it deepens their investment in the call.
They’re qualifying themselves as not “just exploring”, but they’re showing up with a reason.
That one sentence shifts the energy from “maybe” to “let’s find out.”
3. It lets you coach instead of convince
Once you know the real reason they booked the call, you don’t have to convince them to stay.
You lead them.
You show them the path forward from where they’re at to where they want to be.
This builds safety and trust.
And that’s when people buy.
So if you’ve been:
- Feeling like you’re “pitching” too much on calls
- Getting ghosted after strong conversations
- Struggling to handle objections at the end…
Start by asking a better question at the beginning.
“What made you say yes to booking this today?”
Then listen closely.
Their answer will tell you exactly where to go next!
