Sell Like A Therapist | Jack Frimson & Zac Thompson - 1919

What It Covers

Jack Frimston and Zac Thompson explain how salespeople can adopt therapeutic questioning techniques to build deeper prospect relationships, focusing on curiosity over persuasion to uncover genuine needs and accelerate deal velocity.

Key Questions Answered

• •Softening the Blow: Before asking direct questions about budget or authority, seek permission first by saying "Can I ask a blunt question?" This creates curiosity, provides pattern interrupt, and makes intrusive questions feel less confrontational, increasing honest responses.
• •Test Close Framework: Instead of pushing your agenda, ask prospects "If we did sit down next week, what would make that a good use of your time?" This lets buyers build their own meeting agenda, dramatically improving both booking rates and attendance rates.
• •IKEA Curve Application: Ask prospects to design their ideal solution by saying "If you could build your own platform to solve this, what would it look like?" This creates ownership through co-creation, surfaces deeper qualification insights, and enables tighter ten-minute demos.
• •Elephant in the Room: When prospects show non-verbal cues like deep breaths or note-taking after pricing, pause and acknowledge it directly. Use softening language first, then ask what caused the reaction to uncover hidden objections before they derail deals.