Yesterday I was crossing the Canada/U.S. border en route to work with a new client. The custom’s officer asked the typical questions, such as “What’s your citizenship?” and “Do you have any food or alcohol?” Then, as she handed me my passport, she asked, “What else would you like to add?”
A dozen thoughts ran through my head before I smiled and said, “It’s a great day isn’t it?” We exchanged a few more pleasantries and I headed toward the interstate. For several minutes, I wondered why she had asked that question, because in my mind, it had seemed very random. However, I started to think about the possible responses she might get to that question.
The more I thought about it, the more I realized that this could be a great question to ask new prospects. It could uncover additional opportunities, potential challenges or roadblocks or reveal another motivating factor behind the decision to buy.