Million Dollar Questions That Changed My Life — And Phrases too
When I first started in business, I was scrambling. Like most people in a service business, I wanted results — quickly. I tried everything: marketing tricks, discounts, even worked weekends.
But none of those things made the real difference.
It was one simple question. A Million Dollar Question.
A response to a customer phoning up and asking about the PRICE.
A phrase that helped me take CONTROL of customer conversations, sound more confident on the phone, and connect more deeply with potential clients. As I discovered, whoever asks the questions controls the conversation and the sale.
That one question helped me make my first million dollars in business.
It was just 15 words – “Just before I answer that, do you mind if I ask a few quick questions?”
Since then, I’ve been on a mission to collect more of these high-impact gems — what I now call “Million Dollar Questions” — words that work, especially in service industries where trust, tone, and timing matter.
These phrases are perfect for sales consultants, patient coordinators, front desk teams, and anyone who speaks with clients in a clinic or small business.
If you answer phones, handle enquiries or have client appointments — then these questions and phrases are for you.
SOUND FRIENDLY FROM THE FIRST HELLO
Most callers decide within 7 seconds whether you sound helpful or not. Set the tone instantly:
- “Thanks for calling (Business Name) – This is [Your Name] ”
Say it with a smile in your voice and an upbeat tone. It’s your first impression — make it count. - Most people don’t listen to the whole phrase – mostly just the last word – so say say your name LAST
WHEN THEY PREMATURELY JUMP TO PRICE — USE THE TAKEOVER QUESTION
People often ask, “How much is it?” before you’ve had a chance to understand their needs.
Here’s how to takeover the conversation and guide the call back on track:
- “Just before I answer that – do you mind if I ask a few quick questions?”
- “So what you’re looking for is [repeat their request]. I’ll just have to ask a few quick questions first.”
This keeps the conversation flowing and lets you learn more before quoting anything.
FIND OUT HOW THEY FOUND YOU – THE SOURCE OF ENQUIRY
Knowing where your enquiries come from helps with future marketing but can really warm up the conversation if you find a connection:
- “Are you one of our clients? – have you dealt with us before?”
- “Do you mind if I ask how you found out about us?”
These also help you spot our best referrers and track return customers.
START WITH BIG-PICTURE QUESTIONS
To serve someone well, start wide and listen carefully:
- “What sort of thing do you have in mind?”
- “What results are you hoping for?”
- “Tell me more…”
These open up the conversation and uncover needs, even if they’re not clear on what they want.
SOFTEN QUESTIONS TO BUILD TRUST
Tone matters. Use these gentle openers to make people comfortable:
- “Do you mind if I ask…”
- “Could I just ask…”
- “Would it be alright if I ask…”
It feels more like a conversation — not a checklist or an inquisition.
EXPLAIN YOUR VALUE — NOT JUST FEATURES – WHY CHOOSE US?
People want to know what makes you different. Here’s how to frame it:
- “What we do differently is…”
- “What’s great about our clinic/business is…”
These help you highlight your strengths and standout services.
SHIFT-SELLING — SUGGEST A BETTER FIT
Sometimes what they ask for isn’t what they need. You can guide them gently:
- “By the way, have you considered [alternative] because [reason]?”
It’s helpful — not pushy. And it shows you’re looking out for them.
A request with a reason – gets a result!
MAKE REQUESTS WITH A REASON
If you need their contact details, always add context:
- “Could I just get your email address to send out some useful information?”
Use connectors like:
- “because”
- “which means”
- “so that”
Giving them a REASON improves your chances of getting a yes.
TRIAL CLOSE — CHECK IN BASED ON THEIR STYLE
Different people respond to different cues. Try these to match their communication style:
- “How does that look?”
- “How does that sound?”
- “How do you feel about that?”
- “What do you think?”
Use these throughout the conversation — not just at the end.
HANDLE OBJECTIONS WITH CURIOSITY
Don’t argue — explore:
- “Could you tell me more about that?”
- “Could you tell me why you say that?”
You’ll often find the real issue is something else entirely.
ASK FOR THE DECISION — CLEARLY AND CALMLY
Don’t be shy — be confident and helpful:
- “The next step is…”
- “So you’ll be going ahead now?”
A clear next step makes people feel looked after.
GET REFERRALS — IN A NATURAL WAY
Most clients are happy to refer — but you have to ask. It’s best to ask when they are in a state of peak happiness!
Try these:
- “I’d like to ask a favour – I’m looking for more great clients like you”
- “So, who else do you know that might be interested?”
- “Do you know many of your neighbours around here?”
- “I wonder if you can help me – I’m looking for [ideal client type]”
- “My business grows by referrals and I’d really like to help some of your friends and colleagues… (PAUSE)”
Give them a second — it works better than you’d expect.
Want to Train Your Team on These Phrases?
If you run a clinic, a practice, or a small business and want your team to sound more confident, convert more leads, and deliver a better client experience — we can help.
These Million Dollar Questions and Phrases are just the start. Let’s book a session to workshop them with your team and build scripts that suit your services and values.
You can contact us or call or download a printable version of these phrases for your team room or phone script folder.
Remember – Drills make Skills. Practice these phrases and you’ll make millions!
Words matter — especially when you only have a few seconds to make an impression.
These Million Dollar Phrases aren’t just about selling — they’re about guiding, connecting, and helping clients say “yes” with confidence. Try just one of these today — and watch what happens.
Give it a Go!
