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The Dan Sullivan Question
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88 pages, Hardcover
First published May 1, 2010
23 people are currently reading
495 people want to read
About the author
Dan Sullivan
79 books319 followersLibrarian Note: There is more than one author by this name in the Goodreads database.
Dan has over 35 years’ experience as a highly regarded speaker, consultant, strategic planner, and coach to entrepreneurial individuals and groups.
He is author of over 40 publications, including The Wall Street Journal Bestseller: Who Not How, The Great Crossover, The 21st Century Agent, Creative Destruction, and How The Best Get Better®. He is co-author of The Laws of Lifetime Growth and The Advisor Century.
Dan is married to Babs Smith, his partner in business and in life. They jointly own and operate The Strategic Coach Inc., with offices in Toronto, Chicago, and the U.K. New workshops are also being held in Los Angeles and Vancouver. Dan and Babs reside in Toronto.
Dan has over 35 years’ experience as a highly regarded speaker, consultant, strategic planner, and coach to entrepreneurial individuals and groups.
He is author of over 40 publications, including The Wall Street Journal Bestseller: Who Not How, The Great Crossover, The 21st Century Agent, Creative Destruction, and How The Best Get Better®. He is co-author of The Laws of Lifetime Growth and The Advisor Century.
Dan is married to Babs Smith, his partner in business and in life. They jointly own and operate The Strategic Coach Inc., with offices in Toronto, Chicago, and the U.K. New workshops are also being held in Los Angeles and Vancouver. Dan and Babs reside in Toronto.
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Displaying 1 - 21 of 21 reviews
July 20, 2019
One question can change a business!
A must read. Fast read!
"If we were having this discussion three years from today and you're looking back over those three years what has to happen in your life both personally and professionally for you to feel happy with your progress?"
People want CLARITY (of future direction), CONFIDENCE (of what already achieved), and CAPABILITY (to achieve bigger goals)!
Provide an answer that is a question, and then shut up and listen and wrote down key pints of what they say so you know what they need!
This works because people expect a rehearsed sales pitch!
THIS QUESTION TRANSFORMS CONFUSION INTO CLARITY AND POWERLESSNESS TRANSFORMS INTO CAPABILITY!
FROM THIS QUESTION YOU HAVE THEM MAKE A LIST OF IMPROVEMENTS THEY WANT TO MAKE!
This works because it stokes imagination and emotions.
QUESTION 2: Specifically what dangers do you have now that need to be eliminated, what opportunities need to be captured, and what strengths need to be maximized?
This makes use of the emotions of FEAR, EXCITEMENT, and CONFIDENCE!
WHAT EXISTING DANGERS (PROBLEMS) DO YOU NEED TO ELIMINATE IN ORDER FOR YOU TO BE HAPPY WITH YOUR PROGRESS OVER THE NEXT 3 YEARS?
When people are confused, fear is a great paralyze.
ALWAYS BE RECORDING AND REPEATING BACK! Using their own language!
Then have them put their dangers in order of priority and repeat it back to them.
WHAT ARE THE 3 BIGGEST POSSIBILITIES OF GAINING SOMETHING NEW AND IMPORTANT THAT NEED TO BE CAPTURED?
WHAT ARE THE 3 MOST IMPORTANT EXISITING CAPABILITIES AND RESOURCES THAT NEED TO BE MAXIMIZED?
Create goals that are measurable with deadlines as progress is only exoerinceduwith measurement!
ENTREPRENEURS ARE MOTIVATED BY FREEDOM!
Must think in terms of client problems and solutions!
IF WE WERE HAVING THIS DISCUSSION THREE YEARS FROM TODAY, AND YOU WERE LOOKING BACK OVER THOSE THREE YEARS, WHAT HAS TO HAVE HAPPENED IN YOUR LIFE BOTH PERSONALLY AND PROFESSIONALLY FOR YOU TO FEEL HAPPY WITH YOUR PROGRESS?
Example of how to tailor the question: If we were having this discussion 90 days after your event, what do people have to say about this experience for you to feel happy with how you organized and put it on?
A must read. Fast read!
"If we were having this discussion three years from today and you're looking back over those three years what has to happen in your life both personally and professionally for you to feel happy with your progress?"
People want CLARITY (of future direction), CONFIDENCE (of what already achieved), and CAPABILITY (to achieve bigger goals)!
Provide an answer that is a question, and then shut up and listen and wrote down key pints of what they say so you know what they need!
This works because people expect a rehearsed sales pitch!
THIS QUESTION TRANSFORMS CONFUSION INTO CLARITY AND POWERLESSNESS TRANSFORMS INTO CAPABILITY!
FROM THIS QUESTION YOU HAVE THEM MAKE A LIST OF IMPROVEMENTS THEY WANT TO MAKE!
This works because it stokes imagination and emotions.
QUESTION 2: Specifically what dangers do you have now that need to be eliminated, what opportunities need to be captured, and what strengths need to be maximized?
This makes use of the emotions of FEAR, EXCITEMENT, and CONFIDENCE!
WHAT EXISTING DANGERS (PROBLEMS) DO YOU NEED TO ELIMINATE IN ORDER FOR YOU TO BE HAPPY WITH YOUR PROGRESS OVER THE NEXT 3 YEARS?
When people are confused, fear is a great paralyze.
ALWAYS BE RECORDING AND REPEATING BACK! Using their own language!
Then have them put their dangers in order of priority and repeat it back to them.
WHAT ARE THE 3 BIGGEST POSSIBILITIES OF GAINING SOMETHING NEW AND IMPORTANT THAT NEED TO BE CAPTURED?
WHAT ARE THE 3 MOST IMPORTANT EXISITING CAPABILITIES AND RESOURCES THAT NEED TO BE MAXIMIZED?
Create goals that are measurable with deadlines as progress is only exoerinceduwith measurement!
ENTREPRENEURS ARE MOTIVATED BY FREEDOM!
Must think in terms of client problems and solutions!
IF WE WERE HAVING THIS DISCUSSION THREE YEARS FROM TODAY, AND YOU WERE LOOKING BACK OVER THOSE THREE YEARS, WHAT HAS TO HAVE HAPPENED IN YOUR LIFE BOTH PERSONALLY AND PROFESSIONALLY FOR YOU TO FEEL HAPPY WITH YOUR PROGRESS?
Example of how to tailor the question: If we were having this discussion 90 days after your event, what do people have to say about this experience for you to feel happy with how you organized and put it on?
September 1, 2013
As others indicate, this is a short read. The complete question opens up the connversations, covers dreams,
fears or problems and processes. The examples were limited. An improvement would be some additional examples of Dan's question and how it is modified in various industries. I believe additional examples would offer some readers examples of how they could adapt this process into their own practices
fears or problems and processes. The examples were limited. An improvement would be some additional examples of Dan's question and how it is modified in various industries. I believe additional examples would offer some readers examples of how they could adapt this process into their own practices
May 5, 2015
This added a great technique for business. I enjoyed the book. It was a short easy read. Great discussion from our book group.
Contact me if you want to join us.
Contact me if you want to join us.
March 10, 2025
2/5 - To start, I think Dan Sullivan & the Strategic Coach program is wonderful. My rating is only for the book itself. I found it to be repetitive, lacking a bit in sustenance. What would have been more impactful for me was if the book focused more specifically on how the receiver of the DSQ/DOS conversation was transformed. Instead, it felt like a lot of the transforming that was discussed was for himself or other entrepreneurs/salespeople, mostly initiating the conversation for their own benefit. The irony in that is that the ultimate goal should be to just simply get to know the receiver of the conversation on a deeper level, giving them the space to openly reflect. I did enjoy how on pages 79/80, it gives an example of a different way to have this conversation. It was less wordy, more pointed. Also, Dan’s point about people not buying products but experiences I felt was spot-on. Overall, certainly this can be an interesting conversation starter. I just didn’t get much out of the book.
January 2, 2021
Great question.
If you are in sales or wanting to grow your company in the b2b sector this is a must-read.
One question to rule them all :)
Ok, two questions, but I will start with the main one while talking with my future clients.
This question can easily avoid (all) possible objections from your clients/customers, and they will probably right away start working with you.
So simple, but still groundbreaking.
Btw. I have it 4-stars because it was a bit boring in some parts and I couldn't concentrate easily.
If you are in sales or wanting to grow your company in the b2b sector this is a must-read.
One question to rule them all :)
Ok, two questions, but I will start with the main one while talking with my future clients.
This question can easily avoid (all) possible objections from your clients/customers, and they will probably right away start working with you.
So simple, but still groundbreaking.
Btw. I have it 4-stars because it was a bit boring in some parts and I couldn't concentrate easily.
January 26, 2023
Arguably one of the worst books I’ve ever read. I’m sure he has a great coaching program, however this was one of the blandest books I’ve read. Lots of generic business ideas with no real message, story, or meaning. Zero story. Not compelling in any way. Again, I’m sure his coaching services are great, but pretty much any generic business book will be better than this.
June 22, 2019
I really like the concept's and plan of giving a solid try. I would also recommend purchasing the book just for that. Unfortunately there is a lot of filler content in a roughly 50 page book that reads like a TV Shop infomercial.
October 3, 2023
The question itself is really great. The idea of being selflessly interested in someone else's growth is great. I feel like I didn't need to read the short book (a blog could've gotten the core point across). I also feel like this question probably wouldn't apply well to someone experiencing significant struggles in their lives, which is briefly mentioned but kind of brushed off in a, "that person can't think about their growth" kind of way that feels tone-deaf.
February 18, 2018
Book presents and explains simple, but a very usefull concept for managing expectations, setting direction and goals that Will make your future colaborations a success. I suggest this Quick read.
May 25, 2018
A good small book which concentrates in a Question which is part of a coach framework. Quite interesting.
October 21, 2016
This short book explains a very powerful concept that is useful for everybody in business and in personal life as well.
The concept of The Dan Sullivan Question is fantastic, it is easy to understand and implement. I could put it practice with very little effort and the results were amazing. It definitely worth for everybody to go through the exercise and try to define for himself the D.O.S., it brings incredible clarity in the thinking.
Although it is a standalone concept it helps if you are familiar with other writings from Dan Sullivan as well to understand easier the thinking behind his idea.
The concept of The Dan Sullivan Question is fantastic, it is easy to understand and implement. I could put it practice with very little effort and the results were amazing. It definitely worth for everybody to go through the exercise and try to define for himself the D.O.S., it brings incredible clarity in the thinking.
Although it is a standalone concept it helps if you are familiar with other writings from Dan Sullivan as well to understand easier the thinking behind his idea.
September 30, 2009
The 'R' factor question. An extremely important question that establishes the criteria to evaluate any relationship.
I am not an entrepreneur, however it has come in handy for me to recognize the ambitions and desires of my team members and thus it has become an important tool, a launching pad for their performance evaluation.
I am not an entrepreneur, however it has come in handy for me to recognize the ambitions and desires of my team members and thus it has become an important tool, a launching pad for their performance evaluation.
May 21, 2025
A clear, straightforward read. I've seen bad reviews because it's short and repetitive, but if your only sales approach was to ask this question, you'd make money.
Most people would rather read a bunch of tips and tricks and psychology instead of simple starting with how your can serve your client well.
Most people would rather read a bunch of tips and tricks and psychology instead of simple starting with how your can serve your client well.
April 1, 2013
The "question" is a great one. However, this book should have been a 1,500 word article rather than a book. Good for him in a marketing sense, but only worth a very fast skim in my opinion and you'll still get the "meat".
July 13, 2013
Dan Sullivan may have a good idea with his "Special Question", but I found that he was so full of himself and gave very little insight or information in the book. It was a very short read and yet incredibly repetitive and yet it never really said much of anything. I found this very disappointing.
June 15, 2016
Great idea, and great question. Does it need to be an entire book? Probably not. Does it feel like he is using an entire book to sell one idea, but mainly to sell his Strategic Coaching program. Definitely.
None the less, good quick simple read, with a good quick simple message.
None the less, good quick simple read, with a good quick simple message.
November 20, 2012
Short but very thought provoking. If you want some help with figuring out how to make the life you want happen, his well-thought question will help you get to the right answers.
November 29, 2014
A very simple concept where most of the book is explaining the power of the question. a very quick read.
May 5, 2021
If there's one sales improvement book you read this year, this is the one. Sublime and effective.
Want to read
January 31, 2016free - rec'd May 2015
Displaying 1 - 21 of 21 reviews