---
title: What would make you happy?
description: Why guess what your prospects want? Why not ask them? Instead of haggling and overcoming objections, just relax and ask an honest question.
image: https://thesaleswhisperer.com/hubfs/tsw-custom/share/share-what-would-make-you-happy.jpg
---

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 Sep 23, 2019

# What would make you happy?

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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A while back I was in Oklahoma at Ft. Sill Army Base—about an hour southwest of Oklahoma City—as part of the [American Dream U](http://americandreamu.org) program that helps active-duty military personnel transition into the private sector.

It's a wonderful non-profit that is making an impact on those who have stepped up to defend our nation. 

Anyway, during one of our sessions, we had a Captain who was wounded in combat attend.

He was being forced out of the military partially due to his wounds and he had entered a sales internship program that the Army created, which I thought was pretty cool. 

During our role-playing, another speaker, [Brian Scrone](https://thesaleswhisperer.com/blog/brian-scrone), recommended asking a prospect who is playing hard to get

> What would make you happy?"

[![brian\_scrone\_the\_sales\_podcast\_wes\_schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/brian_scrone_the_sales_podcast_wes_schaeffer.png?width=1348&name=brian_scrone_the_sales_podcast_wes_schaeffer.png)](https://thesaleswhisperer.com/blog/brian-scrone)

Wow. 

Such a simple and obvious question, yet how rarely do we ask it of our customers or even ourselves?

Too many sales trainers want to teach you their "model," which includes a bunch of complex steps filled with acronyms and scripts and mind games based on NLP, hypnosis, magic tricks, bullying, or just plain B.S. (How else are they going to justify their high prices?)

Why not stick with honesty and sincerity? 

Now that's not to say you can deliver what the prospect says they want but even if the prospect replied "I want you to give me (X) for free," you know that's not really true.

If it is you can reply with,

> Sir, I wish I could but if we gave it all away we wouldn't be able to stay open and since you're here can we both agree that it's because you recognize the quality we offer? And we both know that quality products are both hard to find and worth their weight in gold, aren't they?"

Now you have a dialogue and that's all a good salesperson needs because [you have a sales agenda, right](https://thesaleswhisperer.com/joy-stress)?

Once the lines of communication are open we can reach an agreement, even if the agreement is to not do business with one another.

I'd prefer a sincere "no" over a phony "I'll think it over" any day of the week and twice on Sunday.

Want more open and real and honest conversations? [You'll find it here](https://thesaleswhisperer.com/30-day-sales-growth).

Now go sell something.

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## Related posts

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[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [If you sell Fords, don't drive a Chevy](https://thesaleswhisperer.com/blog/sell-fords-dont-drive-chevy)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 May 10, 2016

Selling anything is really easy if you believe in what you sell. How do you believe in what you...

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[Goal Setting](https://thesaleswhisperer.com/blog/topic/goals), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [10 Ways To Reach Your Sales Goals In The Age of AI](https://thesaleswhisperer.com/blog/10-ways-to-reach-your-sales-goals)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jan 05, 2025

Tom Brady is a household name because he knows how to prepare and win the Super Bowl.

[Read more](https://thesaleswhisperer.com/blog/10-ways-to-reach-your-sales-goals)

[![](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/would_you_like_fries_with_that.jpg?height=200&name=would_you_like_fries_with_that.jpg)](https://thesaleswhisperer.com/blog/would-you-like-fries-with-that)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [Would You Like Fries With That?](https://thesaleswhisperer.com/blog/would-you-like-fries-with-that)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Aug 12, 2016

What a simple question. What a powerful question. What a profitable question. (Shhhh. It's also a...

[Read more](https://thesaleswhisperer.com/blog/would-you-like-fries-with-that)

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