For this example, the prospect has asked, "How many clients have you successfully implemented this strategy?" 1. **Acknowledge what they said** → say what they said back; gives you time to think and build rapport 1. E.g., "Great question!" or "Totally fair question" and "You're asking how many clients we've worked with." 2. **Associate the question** they asked with the type of behavior the best customers have 1. E.g., "Our best clients ask questions like this because they’re focused on making the _right_ decision" 3. **Ask your question about their question** (attack the underlying presuppositions of the question; no one can disagree with a question - with a good tone) 1. E.g., "Can I ask what makes that metric important for you?" or "Can I ask what knowing that number would help you evaluate?" 2. Or "If I could show you that this process gets people from where you are now to where you want to be, would the exact number even matter?" Altogether: "Great question! Some of our most successful clients ask questions like this because they’re focused on making the _right_ decision. Can I ask what makes that metric important for you?" (this is not a strict step by step) [[Mechanic Analogy Reframe]]