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📘 Help Doc: Using Double Commitment Questions (DCQs) to Open Up Closed-Off Prospects

Double Commitment Questions (DCQs) are a powerful tool for moving past resistance in sales conversations. When open-ended questions fail to produce meaningful answers, DCQs offer an either-or format that helps prospects feel safe, supported, and capable of articulating their situation. This help doc teaches you how to store, generate, and apply DCQs inside the AI Sales Database—so you can use them dynamically when a lead is reserved or stuck in surface-level (Level 1) conversation.

🎯 What is a Double Commitment Question?

A DCQ is an either-or question format (A or B), used to:

  • Encourage a closed-off prospect to respond more easily

  • Help transition from Level 1 to Level 2 or Level 3 conversations

  • Provide emotional safety through structure when the lead is uncertain or defensive

📌 Example DCQs to Store in Your AI Database:

Topic DCQ Example
Motivation “So when you say you want to get back in shape, is that more for increased energy or to boost confidence?”
Duration “Has this been something recent, or have you been feeling this way for a few years now?”
Cause “Would you say it’s more about falling off your routine or making less-than-ideal nutrition choices?”
Trigger “Did something just recently happen, or has this been slowly building for a while?”
 

➡️ Database Setup:

  • Store in folder: DCQ Prompt Library

  • Sub-tags: motivation, timeline, cause, trigger

  • Include tone options: soft, curious, direct

🔁 When to Use DCQs

Use a DCQ only after:

  1. You’ve tried multiple open-ended and why-without-why (WWW) questions

  2. You’ve attempted tonal or phrasing variations without success

  3. The lead is still stuck in a short or logical-only response pattern

🔸 AI Use Case:
Set the database to suggest DCQs when transcripts show repeated single-word or vague replies to key discovery questions.

⚠️ When Not to Use DCQs

  • Too early in the call (before rapport is built)

  • Before at least 2–3 open-ended variations have been attempted

  • As a default, instead of a tool for resistance

DCQs reduce conversation depth when overused—so apply them strategically, not as a crutch.

✅ Best Practices

  • Use DCQs to unlock the door—not to force it open.

  • Layer them after multiple open-ended attempts.

  • Use as a confidence-building prompt for nervous or guarded leads.

  • Personalize each DCQ based on prior context in the call.

Example: “Earlier you said you’ve been stressed at work—is the weight gain more tied to that or something personal going on at home?”

🧠 AI Database Actions

  • Prompt Recommendation Engine: Surface DCQs based on tone/resistance cues

  • Auto-tag calls where DCQs were used effectively (for training)

  • Flag missed DCQ opportunities for coach review

  • Generate personalized DCQs based on transcript data (e.g., “Use DCQ about routine vs nutrition at timestamp 5:32”)

🔗 What’s Next?

Learn how to pair DCQs with emotional follow-ups and transition into Pain Expansion or Level 3 Conversations once the lead opens up.

Explore next:
👉 Pain Expansion Prompt Library
👉 AI Conversation Rescue Toolkit