HOW TO SEQUENCE YOUR WORDS FOR MAXIMUM IMPACT The first thing you say can change everything that follows. In this video, I unpack research showing how sequence shapes the way people respond. What comes first frames what comes next. A single opening question or idea can prime people to be more open, more resistant, or more defensive - long before the real conversation even begins. For leaders, this is critical. If you’re introducing change or pitching a new idea, begin with common ground, with something that builds confidence and curiosity. That way, when you get to the harder parts of the conversation, minds are already more willing to engage. Influence isn’t only about the strength of your message. It’s about creating the conditions that make others ready to hear it.
Michael, this is something I learned at a young age when I worked for Miller Heiman Group, A Korn Ferry Company. Asking cursory questions doesn't get you anywhere in sales. You have to go deeper. You can't do that if you don't build trust first. Doing that requires asking good questions that put the buyer in the right frame of mind, like you said, so that they are willing to go down a path with you, reveal more and learn through the discussion.
Tom Snyder agreed - too many people teaching “questioning methods” without the behavioral psychology that makes them work (like the priming in this example).
I obsess over sequence. So, thank you for this.
Legendary!!! I love how even though ‘priming’ is not a new concept it is so very relevant to our everyday today. Well said Michael McQueen
Fantastic point. This information highlights why so many sales training efforts fail. By only teaching the taxonomy of questions types (usually some version of an four to eight letter acronym) the human side of selling..i.e. genuine conversation is eliminated. Harnessing the way the human brain works at a simple level is the key to converting "best practices" into results.