When you ask the What’s Important About…To You,” question and sometimes you say, “So let’s say you’re there….along with the What’s Important About…To You? question”. How do you decide which one is more appropriate?

I only project them into the future using the “So, let’s say you’re there language” when they are stuck in loop of 2 or more values responses, usually 2, values on the staircase. Sometimes I do this before they get stuck because after a few thousand Values Conversations™ I can sometimes anticipate they are about to get stuck and I use this as a preemptive measure to keep the conversation flowing up the staircase without them getting stuck. For now, just use this technique when your prospect or client gets stuck in a loop. The more you do it the better you get.