Let’s say you’re selling gym memberships. You might say:

“Have you found that having a fitness program is something that a lot of your friends are committing to?”

“Have you also found that fitness memberships are something your friends are enjoying as well?”

“Have you found that your well-being just naturally comes from enjoying a fitness program?”

“Have you found that a fitness program is one of the best ways to increase your sense of well being?”

What you will notice about this particular Military Pattern (and some of the others) is that it is a way of directing thought, a way of directing the conversation and directing the other person’s attention toward your outcome of developing excitement in the prospect and closing the sale.

Would it be fair to say …?

This type of question allows you to lead the conversation because you insert your outcome in the form of a question.

If you’re selling gym memberships, you might say:

“Would it be fair to say that a fitness program is the best way to achieve your particular goals for physical fitness?”

“Would it be fair to say that taking the time to use, nurture and develop a fitness program is a very small price to pay to have that ultimate sense of fulfillment?”

Just suppose …